<img src="https://secure.leadforensics.com/150258.png" alt="" style="display:none;">

Ackert Blog

How to Market to Prospective Clients

For more than 40 years, scientists have debated how we should communicate with extra-terrestrial beings. Do we broadcast pictures (what if aliens don’t have eyes)? Do we send formulas that demonstrate our mathematical capabilities? Perhaps we... [...]

Your Client Already Left You. You Just Don’t Know It Yet.

The client/advisor relationship is often a precarious one. Our best clients, those who send us work repeatedly, communicate their satisfaction by re-engaging us on a regular basis. But our position is more murky with our second tier of clients,...


Why Now is a Critical Time for Business Development

We all know that business development is a marathon, not a sprint. Those who procrastinate with the intention of refocusing when things quiet down set themselves up for sporadic or even non-existent momentum. In fact, when you consider the months...


How to Set Better Client Expectations

Like most things, client/advisor relationships are a product of evolution. In prior centuries, terms were loosely defined by little more than a promise and a handshake. Over time, we developed the formal engagement process of today, with RFPs,...


How to Escape the Assumption Trap

Remember that pitch you gave a couple of years back, where the client was interested in working with you but ended up going in another direction? A shame that they didn’t engage you, but no further action is required on your part. After all, it’s...


How to Get a Meeting with Your Next Client

Before your next client hires you, they will likely call for a meeting so they can describe their problem, consider your solution, and get comfortable with the idea of formalizing an engagement. Wouldn’t it be great if you could get more of...

How to Hone your Ability to Relate to People

I was in Philadelphia presenting at a partner retreat this week. The program went well, and from a business development perspective my various meetings in Philly were productive, but in hindsight, the trip was not a total success.


What Is Your Time Really Worth?

A funny thing happens when you charge for your time. Your firm, your market, your competition, and your clients dictate how much an hour of your life is worth. The moment you buy into this notion, you start to make strategic decisions based on...


The 5 Key Metrics Your Law Firm Should Be Tracking... But Probably Isn't

The legal industry is entering a gilded age of information technology – firms are adopting new practices and platforms at a heightened rate to remain competitive. Legal careers are becoming more tech-focused, and there's a benefit to all this:...


How to Ensure that Your Time is Never Wasted

It happened again. You just wasted your time on a networking lunch with someone you'll never speak to again. They were nice enough, but the business potential was zero. And you now have 90 minutes less to complete the work that's waiting for you...


See more recent posts

Subscribe to our blog for weekly business development tips for legal marketers

* indicates required

Watch the video below to learn the 5 steps that turn a prospect into a client.