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Thanksgiving in December?
By David Ackert on December 1, 2017

  As you enter the final month of the year, you may look ahead to the next thirty-one days with mixed feelings. The good news: there will be numerous opportunities to socialize, rekindle...

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Business Development

The 3 Gifts of Rejection
By David Ackert on November 17, 2017

There's no way to take the sting out of bad news, especially when it comes from a prospective client who informs you that, in spite of all your wooing, the engagement simply wasn't meant...

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Time Management

Why Business Development Fails (And What to Do About It)
By David Ackert on November 10, 2017

You’ve been meaning to get around to it: writing a business development plan for your practice. Starting up that book club or poker night with a few clients and referral sources. Making...

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The Key to Networking is Quality Over Quantity
By David Ackert on October 26, 2017

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...

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Are Emoticons Unprofessional?
By David Ackert on May 25, 2017

Emoticons are taking over the world. They have winked and smiled their way into our correspondence, from the classic semicolon-parenthesis in our inboxes ; ) to the cartoonish faces that...

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Client Service

A Letter from Your Competitor
By David Ackert on May 18, 2017

Dear Competitor,

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You Can’t Grow Unless You Show
By David Ackert on May 11, 2017

As memorable as you are, you and your fellow 21st century earthlings live in an era when the constant bombardment of information makes it impossible to keep anything “top of mind” for...

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How to Use Storytelling to Engage People
By David Ackert on May 4, 2017

"What do you do?" This question is asked of us more often than any other in a professional context. Most of us respond with a high-level generic description of our profession. "I'm an...

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How to Protect Your Most Valuable Asset
By David Ackert on April 21, 2017

Many argue that the most valuable asset at their firm is the expertise profiled on their website. I beg to differ. It is only their relationships that translate into the work that keeps...

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How to Follow Up With Prospects and Clients
By David Ackert on April 6, 2017

If you google around for business development best practices, you will find a reference to the "7 touches” principle. The idea is that it takes an average of 7 meaningful interactions...

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