What happens to your business development activity when you get busy? If you’re like many others, you may find that it slips. I’ve had more than a handful of clients who hire me to ramp up their rainmaking, and they succeed – right to the point that they’re so busy they pause and start backsliding. […]
Author Archive for: strategic
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Entries by strategic
Jon, a midcareer lawyer working in a boutique law firm, handles white-collar criminal defense matters. Most of his clients come through referrals from other lawyers. Far too often, those lawyers fail to appreciate that they need someone who practices in the area every day. Instead, they try to handle a matter themselves. After doing the […]
Business development can sound so easy: make a plan, execute the plan, land the business, rinse and repeat. And sometimes it might even work that way, or perhaps you may discover that plans need to be tweaked to account for unanticipated opportunities. That’s what a dear friend calls a nice problem to have. Other times, […]
Best wishes for a peaceful and prosperous new year!
I recently paged through the Vanderbilt University alumni magazine and ran across a story titled Law 2.0: Vanderbilt Law School Innovates to Stay Ahead. The article provides a nice summary of the practice a law in the years leading up to the Great Recession, the shifts that the economic crisis created, and the efforts to […]
Have you ever had the wind knocked out of your business development sails? That can happen when you expect to land some new business and it doesn’t happen, when you hit a few closed doors in a row, or even when you lay out your business development plan and feel exhausted just looking at it. […]
What’s wrong with status quo? Maybe nothing. But here’s what you need to keep in mind when you’re considering whether to make a shift of some sort: Status quo doesn’t get attention. Status quo doesn’t delight anyone. Status quo doesn’t get talked about. Status quo doesn’t feel fresh or tailored. Status quo… just IS. In […]
Consider this short exchange: What have you decided to do to grow your practice? Are you actually doing it?
On one level, clients are looking for different things as they choose and work with attorneys. Some want a budget provider who will do the minimum necessary or collaborate closely with in-house counsel or business people for DIY completion. Others want to hire the most prominent, best known, most expensive lawyers to appease the Board […]
Last week, I had two strategic planning sessions with private clients. As usual, writing (articles, blog posts or comments, newsletters, client alerts, etc.) featured prominently in both of the business development plans we created. And also as usual, my clients each asked why they should bother writing, when so many other lawyers are already writing […]