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Networking

Video: How to Follow Up With a Prospect
By Lindsey Martin on October 26, 2017

Waiting on prospective clients to make a decision puts you in a difficult position. What steps can you take to follow up with a prospective client and close the business without being...

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Networking

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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Networking Referral Sources

Video: How To Leverage Your Business Development Referral Network
By Lindsey Martin on October 23, 2017

Referrals account for a large part of the new business in a lawyer's practice. Generating referrals should be a key focus of your business development strategy, whether they originate...

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Networking Pipeline Management

How to Prioritize Your Professional Contacts into a Pipeline
By David Ackert on October 6, 2017

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Networking Business Development

Video: 5 Steps to Turn a Prospect Into a Client
By Lindsey Martin on September 19, 2017

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Networking

How to Add Meaning to Business Relationships
By David Ackert on June 1, 2017

  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.When I think of the people whose...

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Networking

"I can't send another email – I'll seem like a stalker."
By Olivia Watson on March 9, 2017

According to BTI Consulting, it requires up to 14 "touches" before a prospect will engage a firm for a new matter. But most lawyers quit after the first unsuccessful attempt to follow...

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Networking

5 Tips for Success at Holiday Parties
By David Ackert on December 1, 2016

Holiday parties are a mixed bag. They can provide a great opportunity to make valuable new contacts. They can reconnect you to old friends. But much of the time, they consist of forced...

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Networking

How to Prequalify Prospective Clients
By David Ackert on September 29, 2016

Somewhere, I hope that mobile programmers are developing an app that enables us to assess our prospective clients’ intentions. That way, we can simply scan our mobile devices across our...

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Networking Marketing

How to Network with Journalists
By David Ackert on September 22, 2016

  This Monday I was profiled in the local Business Journal. Already, the article has helped me reconnect with several key people in my network, including a significant referral source....

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