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Ackert Blog

Top of Mind Is Top Priority

I know a lot of attorneys. But when I was out with friends the other night, and one of them asked for a referral to a good lawyer, John's name popped into my head, and I sent the business his way.

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3 Business Development Strategies for Conferences and Trade Shows

Today’s fast-growing marketplace makes it more and more necessary to differentiate your services from the ever-rising number of competitors. The best way to stand out is to emphasize a specific expertise or to focus on a client base within a...

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5 Things to Remember While Setting and Pursuing Goals

Goal-setting is a motivating exercise unless you take a social media break. Then it gets depressing, real fast. Log on to LinkedIn, Twitter, the blogosphere, or any other professional social media outlet, and you will encounter smiling...

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How to Turn Friends into Clients

 

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Going Up?

Little known fact: Most office buildings provide a special room for private power-meetings with prospective clients. It's called an elevator.

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How to Ask for Business Without Being Pushy

When I speak to groups of lawyers, I often ask for a show of hands to this question: "How many of you regularly ask your clients or referral sources for business?" Consistently, only 10–15% of the audience raises their hands. The other 85%...

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Build a Bigger Net

I smiled when I saw Frank's email pop up in my inbox.  The subject line read "lunch." It had been roughly three months since he and I had seen each other, and he was building his net.

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Video: How to Follow Up With a Prospect

Waiting on prospective clients to make a decision puts you in a difficult position. What steps can you take to follow up with a prospective client and close the business without being pushy or needy?

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The Key to Networking is Quality Over Quantity

In a time when the typical contact database lists over a thousand names, and active LinkedIn members have 500+ connections, the conventional thinking seems to be that whoever has the biggest network wins.

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Video: How To Leverage Your Business Development Referral Network

Referrals account for a large part of the new business in a lawyer's practice. Generating referrals should be a key focus of your business development strategy, whether they originate from external sources or from other lawyers at your firm....

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