The latest in Mike O'Horo's series of BD-focused posts taking inspiration from spring training....more
Mike O'Horo on why, when it comes to law firm business development, it is vital to get in practice time....more
If you have only 2-3 things to accomplish, and each will only take 10-15 minutes, there's really no excuse for doing nothing. ...more
If we want to have work next month, next quarter, next year, we must do things now, and continuously, to make that happen....more
A legitimate plan requires only that you go through a logical exercise that begins with your goal and engineers backward. Mike O'Horo explains how....more
If you struggle to collect what you bill, you have a sales problem. The collection problem is merely a symptom, and a consequence, of the underlying sales problem.
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Second in a series on successful networking habits, from Mike O'Horo....more
First in a series of four by Mike O'Horo, getting into the weeds on how lawyers can network successfully during the holiday season and beyond....more
It's easier to get more work from an existing client than it is to get a new client....more
We surveyed US lawyers to determine how anxious or confident they are. Mostly, they're anxious....more
Second in a four-part series by Mike O'Horo on how to make the most of law firm referrals....more
Too many introductions are squandered because the lawyer being offered the introduction doesn’t manage the proffer properly....more
After years of investing in marketing, sales training and internal sales support, sales management is the next organizational function for law firms to develop....more
A couple of hours per week isn't going to get it done....more
Throughout my almost 30 years coaching thousands of lawyers of every description, I've found that these principles help lawyers keep things gender-neutral....more
It's time to abandon the failed force-them-to-comply philosophy in favor of identifying which of your firm's lawyers want to develop marketing and sales skills, and invest only in those....more
Mike O'Horo on what lawyers can learn about business development planning from General Motors' recent factory closure and layoff news....more
Mike O'Horo walks through a scripted hypothetical meeting, step by step, to illustrate how to organize and nail your next conversation with a prospective client. ...more
The embryonic law firm sales function is undergoing change at a dizzying pace. But the language of the current sales debate suggests that many participants still don't appreciate the degree. ...more
Twelve questions that can turn a successful client matter into successful referrals....more
If you’re not relevant, you don’t exist....more
What does it take to be a great rainmaker, able to generate millions of dollars in business - each year, reliably?...more
To succeed at business development, you need five things....more
Lawyers, don’t attempt to get new business during the holiday season. From Mike O'Horo, here's why -
and what to do instead....more
There is no demand for legal services. ...more