Business Development Pipeline Management Technology Personal Development Training

Let’s face it, the mundane business of keeping on top of business development can be tedious. And, the business of keeping on top of busy seller-doers, who would much rather be doing...

Business Development Coaching Personal Development Training

In our 2021 State of Business Development Coaching and Training at Law Firms, we learned that, on average, firms invest 5% of their marketing budgets in coaching, and 79% of firms have...

Business Development Coaching Pipeline Management Technology Personal Development Training

Professional services leaders are first and foremost concerned with keeping their existing client base happy, but they’re also responsible for growing their firms. Busy seller-doers...

Networking Business Development Personal Development

  I've never much cared for rejection, yet I find myself on both ends of it every day. As a business developer, I am constantly reaching out to prospects and clients with the intention...

Networking Business Development Personal Development

  It is often said that the only things you can truly count on are death and taxes, but when it comes to business development, there is another surety.

Personal Development

  Most of us have it backwards. We tell ourselves some version of this story: “Once I make enough money or find that perfect mate or land that big client, I’ll be happy.” We believe...

Business Development Personal Development

As you claw your way up the firm ladder, you will encounter numerous obstacles. Some are internal: partners who steal your originations or firm rhetoric that demands you develop business...

Personal Development

There is ongoing debate over whether it is appropriate to mix business with one's personal interests (e.g., is it okay to "friend" your referral sources on Facebook?). But there's no...

Personal Development

I know, it would be so much easier if people just gave us what we wanted without having to be asked. Clients would refer their colleagues, referral sources would introduce us to all of...

Personal Development

There is a common theme among many of the clients my team and I have been coaching lately: failing to measure up to unrealistic expectations.