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Practice Boomers Blog

Uncover unique business development insights and actionable tips.

How to Become 40% More Productive

While the human race has made significant advancements in the last few centuries, I think we still have a lot of evolving to do. I’m reminded of this whenever I pull up to a stoplight and see the driver next to me texting. "What an idiot,” I...

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Find Your Next Client in 4 Easy Steps

Perhaps it’s just nostalgia, but those who have been in the game for a while swear that business development was easier back in the day. Quality work spoke for itself. Happy clients manifested repeat business. The phone rang all by...

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How to Respond When You're Too Busy to Respond

Somewhere in Hollywood, a screenwriter is writing that scene in which the cheating husband gets caught with his pants down and blurts out the classic line, “Honey, wait… it’s not what you think.” And yet, for all its popularity, the cliché...

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How to Add Meaning to Business Relationships

A warm sentiment can either be completely innocuous or the dynamic that adds meaning to our business and personal relationships. It's all in the timing.

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Keep Your Enemies Closer

Anyone who takes business development seriously has a list of names. Perhaps it consists of referral sources, key clients, prospects, or a combination of the three. It lives on a legal pad in your briefcase or on your Practice Pipeline dashboard....

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How to Upgrade Your Network

If you’re frustrated that your network consists of too few business decision-makers, propose an interview as a way to connect to a new high-caliber contact.

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Should You Network Broadly or Deeply?

I recently facilitated a panel discussion on the topic of differentiation. How can we hope to stand apart from the myriad competitors out there who essentially do the same thing we do? Should we brand our industry knowledge or technical expertise...

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Does Your Brand Attract New Business?

Most of us don’t put a lot of thought into brandingWe assume that our key contacts understand what we do well enough to refer or cross-sell when appropriate.

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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, “Do...

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