Entries by Julie Fleming

Does social media lead to business?

Does social media activity really lead to new business? This question comes up quite frequently, along with its cousin, Why am I not seeing ANY results from my social media activity? Social media too often becomes a time-consuming, illusory activity that seems to promise results are just around the bend. But some lawyers have cracked the […]

When you plan to “try”

When confronted with a new, daunting challenge, many of us have a tendency to say we’ll try. In the business development context, that might show up as, “Oh, I hate networking, but I know I need to meet new people, so I’m going to try attending the monthly entrepreneur’s meetup.” Or “I know I need […]

Why market on price?

There’s no doubt that price is a factor in most buying decisions. However, price is not the only factor, and it doesn’t have to be the most important factor. Consider this: If you want to command a higher fee, deliver extraordinary quality, convenience, service, and value. How to do that is a long conversation. How […]

Lessons from an airline

Airlines have been in the news quite a bit lately, and not in a good light. As I was scanning Facebook recently, I ran across this article sharing a 2015 story about a Southwest flight that had pulled away from the gate when a passenger’s husband called the airline trying to let his wife know […]

To get the big biz dev project done…

One truism about practicing law is that there’s never quite enough time. That’s especially true in two business development-related instances: When you’ve succeeded in securing a substantial amount of new work and you have to figure out how to get the billable work done without losing biz dev momentum, and When you’re working on a […]

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 […]