Entries by Julie Fleming

What makes you special?

Every professional has some skill, opportunity, or attribute that few (if any) others can access. You may have heard the marketing acronym USP, which typically stands for Unique Selling Proposition. A USP refers to those distinguishing factors. Identifying your USP is key not only to letting your potential clients know what makes you different and why […]

Why you MUST track your rainmaking results.

How do you track the results you get from your business development efforts? I recently spoke with a potential client and asked that question. Her response? “I don’t need to track my results. I know what’s working.” She had a $25,000 book of business, and based on our conversation, I suspect she could triple that […]

Tend relationships to grow your practice.

I’ve been doing a tremendous amount of business development coaching recently, and I often tell my clients that rainmaking is all about relationships. I also tell clients that good relationships, personal or professional, should be nurtured – even that low-level employee of a corporate client may prove to be a valuable contact one day. This past […]