Entries by Julie Fleming

Activity or achievement?

Here’s a quote for you to consider. Sometimes when I speak with lawyers, especially those new to business development, they share all the steps they’ve taken…And I’m left with one essential question that I always ask in a more diplomatic way: So what? Activity is critical, of course, since accomplishment can exist only through activity […]

Join your clients’ team

Don’t you love it when someone else is genuinely interested in your success? We all do. And we all know when interest is genuine, as opposed to when it’s self-motivated and faked. Genuine interest is tremendously appealing, while self-serving is off-putting and even alienating. Are you interested in your clients’ success? You don’t have to […]

Three resources you should check out

A few resources to bring to your attention this week… Always looking for a better way to manage your time? Check out the Storyline Productivity Schedule. Designed to help you focus on what matters most (no brownie points for clearing your in-box of e-mail you didn’t need to read) and to arrange your days in […]

Observe yourself to improve

********************************************************  Just a few copies left!  Special Moving Sale on Books! I often hand out copies of my books when I speak, so I keep a bunch on hand. But I’m preparing to move, and I’d rather sell these extra copies than box and move them… So if you’d to pick up copies of The Reluctant […]

Identify people to contact

********************************************************  Just a few copies left!  Special Moving Sale on Books! I often hand out copies of my books when I speak, so I keep a bunch on hand. But I’m preparing to move, and I’d rather sell these extra copies than box and move them… So if you’d to pick up copies of The Reluctant […]

Design meaningful follow-ups

********************************************************  Special Moving Sale on Books! I often hand out copies of my books when I speak, so I keep a bunch on hand. But I’m preparing to move, and I’d rather sell these extra copies than box and move them… So if you’d to pick up copies of The Reluctant Rainmaker or Legal Rainmaking Myths for […]

Is it about them… Or you?

I had a conversation with a new acquaintance recently, to discuss opportunities for collaboration and to explore the potential for making referrals to her. I was looking forward to learning more about this person and her work. What I got was almost a monologue about what she’d done and how well things had turned out […]

A valuable diversion

Today’s newsletter may feel like a bit of a diversion. If it seems so to you, don’t worry: “pure” biz dev will return next week. Last weekend, I read When Breath Becomes Air by Paul Kalanithi. Kalanithi was a neurosurgeon who was diagnosed with stage IV lung cancer at age 36. This book is his memoir, […]