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Ackert Blog

Death of a Sales Pitch

 

I've never much cared for rejection, yet I find myself on both ends of it every day. As a business developer, I am constantly reaching out to prospects and clients with the intention of creating new business opportunities. And as a business...

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The One Business Development Result You Can Always Count On

 

It is often said that the only things you can truly count on are death and taxes, but when it comes to business development, there is another surety.

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How to Turn Friends into Clients

 

We all find ourselves in that tricky position from time to time: we learn that a longtime friend or relative is a prospective client (or could introduce us to one).

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Podcast: "Building a Practice by Referral" with David Fullmer

Join David Ackert as he interviews David Fullmer, an immigration attorney at Wolfsdorf Rosenthal LLP, in this episode of the Market Leaders Podcast.

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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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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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