Entries by Julie Fleming

Watch your attitude!

An excerpt from The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling Take note of the attitude you bring when you engage in client development activities.  Do you dread them?  If so, identify specifically what you dislike and find a way around it or a way to make the prospect more palatable. For example, […]

Stop chasing the silver bullet!

I’m on a rant. Last week, I spoke with a potential client who shared that his practice has been shrinking in the last few years.  We discussed his obstacles and his opportunities, and there’s quite a bit he can leverage.  The problem became apparent, though, when I asked what he’s tried.  One brief example of […]

Change Your Mind, Change Your Practice(s)

We cannot solve problems with the same level of consciousness that created them. — Albert Einstein Einstein’s quote, one of my all-time favorites, is a touch-point for our times.   We hear about “out of the box” thinking, we know that innovation is a requirement in today’s world, and the only way to produce either is […]

When focus led me astray

I hadn’t taken the time to pull back from the work I’ve been doing to check on how effectively I was navigating toward my goals in the last few months.  Life has been very busy, both professionally and personally. I’d put my head down, my nose to the grindstone, and I focused on the client […]

Grab the fruit!

You’ve no doubt heard the advice to track “low-hanging fruit” as a part of your business development efforts.  That fruit is easy to identify if you have a hot prospect, someone who has a current unmet need that you can fill, who already knows you, and with whom you’ve already had a conversation about how […]

Keep your friends close

Pop quiz: Who are your best referral sources?  List the top 10 right now.  If you are a more junior lawyer in a law firm and don’t yet have your own clients, list the senior lawyers for whom you do the most work. How easy did you find it to make this list?  This information […]

When life throws you a curveball…

Life has a way of throwing curve-balls.  Sometimes they come in the form of emergencies that demand attention, sometimes they’re staff departures (planned or otherwise), and sometimes they’re opportunities that you just can’t pass up, even though jumping in will eat every bit of time and energy you have.  Curve-ball or baseball photo here, please […]

Why isn’t it working?!

A potential client called to discuss how I might help her with her business development activities, and I asked what she’d tried.  As I often discover in those conversations, she’d tried a number of approaches, all to no avail.  On her list: writing articles, teaching seminars, advertising, attending networking events, posting her profile on various […]