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According to a recent study by McKinsey Global Institute, the average American worker spends 28% of the workweek reading and answering email. I don’t know who McKinsey surveyed for this statistic. Most of the people I know feel like they spend...
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Be warned: Someday is coming. You know, that optimal time in the future when you will do all of the things you've been putting off. On Someday, you will ask your biggest prospect to engage you. You will raise your rates or ask your boss for a...
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You’ve been meaning to get around to it: writing a business development plan for your practice. Starting up that book club or poker night with a few clients and referral sources. Making a list of all your referral sources and systematically...
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As we look to the year ahead and formulate strategies on how to improve over last year, it’s helpful to look to the past to determine which actions were most successful in generating new business.
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One of the most frequent objections we hear from lawyers is that they don’t have time for business development. It’s an understandable dilemma – the need to focus billable time on servicing clients is at odds with the pressure to seek out new...
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Whether you’re a lawyer, a CPA, an RIA or a startup founder, any professional who is tasked with selling the service they provide has to contend with the opposing forces of developing business and servicing their clients. How do you strike a...
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Don’t worry, this won’t be some preachy post about why you should always be punctual. You already know that tardiness is disruptive and disrespectful. You also know it can’t always be helped. In a world of client emergencies and back-to-back...
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If there's one thing our busy world teaches us, it's compulsive productivity. Check email, check voicemail, email, calendar, email, social media, news, email. It's almost as if we're terrified that we will be left behind in a dust cloud of...
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Good news! That prospective client you've been chasing for over a year called today with an engagement. In fact, the work is so significant that it will probably keep you busy for the next few months.
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