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...
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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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Remember that pitch you gave a couple of years back, where the client was interested in working with you but ended up going in another direction? A shame that they didn’t engage you, but no further action is required on your part. After all, it’s...
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Before your next client hires you, they will likely call for a meeting so they can describe their problem, consider your solution, and get comfortable with the idea of formalizing an engagement. Wouldn’t it be great if you could get more of...
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I was in Philadelphia presenting at a partner retreat this week. The program went well, and from a business development perspective my various meetings in Philly were productive, but in hindsight, the trip was not a total success.
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A funny thing happens when you charge for your time. Your firm, your market, your competition, and your clients dictate how much an hour of your life is worth. The moment you buy into this notion, you start to make strategic decisions based on...
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The legal industry is entering a gilded age of information technology – firms are adopting new practices and platforms at a heightened rate to remain competitive. Legal careers are becoming more tech-focused, and there's a benefit to all this:...
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It happened again. You just wasted your time on a networking lunch with someone you'll never speak to again. They were nice enough, but the business potential was zero. And you now have 90 minutes less to complete the work that's waiting for you...
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What kind of car do you drive? The answer to this question can be surprisingly personal. Are you an eco-friendly Volt, a nostalgic Mustang, an elegant Benz, or an avant-garde Model 3 Tesla?
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The digital age has introduced myriad challenges into our lives. How can we use social media efficiently? What's the best way to minimize incoming spam without becoming inaccessible to prospects? And when will Apple figure out how to get Siri to...
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