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Business Development

Beware of the Business Development Resolution
By David Ackert on January 5, 2017

Welcome to the new year! After tracking yet another twelve months, our calendar has reset to January and we are filled with fresh hope. Many use the annual transition to turn over a new...

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Business Development

How to Prepare for a Successful New Year
By David Ackert on December 8, 2016

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...

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Business Development

How Long Should You Wait Before Following Up with a Prospect?
By David Ackert on November 3, 2016

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...

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Business Development Client Service

How to Know When You Are Off Track
By David Ackert on September 30, 2016

Client service is the lifeblood of any healthy practice and should always be our first priority. But it's all too easy to become consumed by the deluge of emails and deadlines that...

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Business Development

Whoever Gives More, Wins
By David Ackert on July 21, 2016

There is a natural exchange inherent in any business relationship. With your clients, it is the agreed-upon exchange of services for fees. But when it comes to professional networking...

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Business Development

How to Get Out of Your Own Way
By David Ackert on June 9, 2016

As much as we conduct ourselves professionally and follow through on the commitments we make to others, we often fall short when it comes to the promises we make to ourselves. Most of...

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Business Development

4 Business Development Lessons You Can Learn from Uber
By David Ackert on March 24, 2016

As a regular business traveler, I have become a regular user of Uber, where I've noticed that the back seat of someone else's car can a good place to reflect on fundamental business...

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Business Development

“I don’t know… let me think about it”
By David Ackert on February 18, 2016

Eight words you never want to hear at the end of a meeting with a prospective client. Because in your gut, you know that it’s either a polite “no” or it’s a sign that Procrastination has...

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Business Development

Are You Willing to Do What It Takes?
By David Ackert on February 11, 2016

Not everyone can compete in the Olympics. You have to be better than good. You have to be excellent. Not everyone can be a rainmaker. You have to be better than good (your competition is...

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Business Development

No Plan? No Worries. Use the Force.
By David Ackert on January 14, 2016

By this point, most adults with a child at home (or at heart) have seen Star Wars: The Force Awakens. During one of my favorite scenes, Han Solo asks Finn how he intends to infiltrate...

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