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Ackert Blog

Hidden Gold in Something Old

Do you see that? It looks like a shiny new opportunity. And once it catches our eye, we become fixated on it to the exclusion of anything else. There’s nothing we welcome more than a referral to a new prospect or client. But we often neglect the...


How to Thrive in an Overcrowded Market

Commoditization is the byproduct of an overcrowded marketplace. In other words, you have so many competitors that your clients can afford to be fickle. Don't worry; you'll survive it. But if you want to thrive, there are only two courses of...


A Business Development Lesson from Delta

Last week I was sitting in an airplane waiting for it to take off. Delta played its customary safety video to prepare me and my fellow passengers in the unlikely event that we should lose cabin pressure. In the video, an oxygen mask dropped out...


How to Explore a Business Relationship with a Personal Friend

We all find ourselves in that tricky position from time to time: We learn that a longtime friend or relative is also a prospective client, but we don’t broach the subject of engagement for fear of damaging the relationship. "They know what I do...


How to Turn Your Clients into Friends

Over the years, I have had the good fortune of befriending some of my clients (and prospective clients) to the point where we have developed a genuine affection for one another. So much so that if one of us were to dramatically change career...


Talk to Strangers

Your mother was right. If you don't brush your teeth, you'll get cavities, and too much television will turn your brain into mush. But there is one piece of advice that you're better off disregarding because you absolutely should talk to...


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,...


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