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Business Development

3 Ways to Up Your Game as a Legal Professional
By David Ackert on January 29, 2019

Law firms are becoming increasingly complicated institutions. Whether the firm is acclimating from a recent merger or simply bolstering its infrastructure, coordinating the efforts of...

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How to Benefit from the Holidays
By David Ackert on November 28, 2018

Over the coming weeks, you will find yourself at various holiday gatherings, either as a guest or a host. The social calendar will be busier than usual, affording an opportunity to...

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How to Ask for More Money
By David Ackert on November 8, 2018

It’s right around this time of the year when firms send out a customary announcement informing their clients that their rates will be increasing in the New Year. The process can be...

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How to Manage Client Satisfaction
By David Ackert on October 31, 2018

It is natural to assume that the key to client satisfaction is good service. After all, once a new client experiences our expertise, they typically come back for more. In time, we come...

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Why Empathy is a Critical Business Practice
By David Ackert on October 23, 2018

It seems like the jerk factory is producing more and more nasty people every day. This is especially evident in a transactional or adversarial business environment where the ultimate...

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How to Thrive in an Overcrowded Market
By David Ackert on October 11, 2018

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....

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A Business Development Lesson from Delta
By David Ackert on October 2, 2018

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...

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How to Explore a Business Relationship with a Personal Friend
By David Ackert on September 19, 2018

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...

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How to Turn Your Clients into Friends
By David Ackert on September 11, 2018

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...

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Talk to Strangers
By David Ackert on September 4, 2018

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...

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