Practice Boomers Blog

3 Business Development Strategies for Conferences and Trade Shows

We are already two weeks into 2017 and I still find myself writing “2016” into the date field of forms and contracts. I’ve got to start thinking ahead. So should you when it comes to your business development this year. Today’s fast-growing...

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Three Words for 2017

As many of you know, I’ve been blogging roughly once a week for almost seven years now. One of my annual traditions is to use Chris Brogan’s “My Three Words” concept around the New Year. Chris discourages resolutions or extensive strategic planning,...

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Do or do not. There is no try.

Star Wars fans of all ages will head into theaters in the coming days to watch Star Wars: Rogue One. I have many favorite moments from this franchise, one of which is Yoda’s advice as he is training an exasperated Luke Skywalker. He tells him to “do...

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How to Prepare for a Successful New Year

It’s December. You need a break. Besides, your clients and prospects are generally unresponsive as they focus on internal year-end deadlines (and holiday party hangover recovery). Might as well put your business development on hold until next year,...

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How to Defend Your Law Firm Marketing Budget

As the end of the year approaches, marketing budgets are being allocated and line items are getting approved or (more probably) slashed. If your department is less-than-fortunate, your marketing budget might actually be raided in favor of other,...

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Developing Business Development Expertise

Many people think that because they have spent a few years developing expertise in their field, they will be able to attract clientele in short order. But they soon come to learn that business development is pretty darn hard.

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Post-Election Opportunities

Throughout the US, Americans are either celebrating or mourning this week's election results. (I have yet to encounter anyone who is indifferent.) Like most of the country, your clients did not anticipate Trump's win and now they must consider how...

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How Long Should You Wait Before Following Up with a Prospect?

It’s been a while since I’ve been on a first date, but I remember well the awkward timing issue of the follow-up. Many of my buddies insisted on the “two day rule,” so as to strike a balance between seeming too eager or too aloof. If they wanted to...

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Building a Bridge Between Lawyers and CRM

Chances are, your firm either has CRM or is considering an implementation in the near future. But there is a unique paradox at law firms: the most effective salespeople (the lawyers) are reluctant to use a sales tool like CRM. For this reason, law...

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3 Ways to Promote Gender Equality through Communication

While progress is slow, we continue to make strides toward gender equality in the workplace. More women are entering the work force than ever before, and in the U.S., the gender pay gap is nearly closed among millennials. But for many women, the...

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