Entries by Julie Fleming

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, […]

Innovation for the sake of what?

Like many people these days, I’ve been reading a wide variety of sources about politics over the last several months. It’s in this context that I ran across an article in Forbes magazine discussing lawyers’ duty to society in upholding the rule of law, specifically in the context of the recent (and currently stayed) executive order […]

Protecting the past?

This image is featured in a Leadership Freak blog post on 5 Strategies to Convince Reluctant Leaders to Move Forward,: Technology has created (or created the opportunity for) disruption in the way that legal services are delivered. Those disruptions have occurred in modes of communication (such as e-mail, which may create the unspoken expectation of […]

The Romance (or Not) of Practicing Law and Getting Business

More than 10 years ago now, David Maister (a now-retired advisor to professional services firms) wrote a brilliant article distinguishing the relational and transactional views of client relations. Here’s the crux of Maister’s argument:  In The Trusted Advisor (Free Press, 2000), my coauthors and I pointed out that building trusting relationships with clients leads to many […]

Work on your habits

So you want to grow your practice… What’s your focus? You could answer that question with many different right answers. I recently read a short blog post from Chris Brogan that offers one answer: Focus on your habits. It isn’t rocket science to understand that your likelihood of success (in business development or otherwise) increases […]

What you can learn from Apple

One of my goals for this year (not resolutions, which tend to be ungrounded and short-lived, for me and many others) is to read more. Specifically, I’m looking to read articles and books from areas of business other than law in an effort to get fresh ideas. There’s a great deal to be learned from […]