If you want to start building a reputation and building relationships with clients focus on five important points:
1. Client development is about building high trust relationships,…more
I know. I hear it all the time. When law firms cut costs, training is the first thing that is cut. I also know that many, many law firms do not see value in associates and junior partners raising their ability to attract, retain…more
Are you staying inside your comfort zone? I hope not. I recently read a Seth Godin quote:
Discomfort brings engagement and change. Discomfort means you’re doing something that others were unlikely to do, because they’re hiding…more
I grew up playing team sports. I believe that experience taught me a lot about winning, losing, practicing, working as a team and more.
I enjoy coaching many lawyers who play sports. Many are still playing. Recently I had a…more
That is a hard question to ask clients who always have an opinion on how things should be done, and a hard question to ask your more senior colleague who is working on project with you. They will typically say yes, but watch…more
Just curious: Do your clients recommend your firm to other businesses in their industry? Your firm and others know that client service is the key to to getting clients to recommend your firm. The problem as I see it, is that law…more
A year ago I was introduced to a young, smart, corporate lawyer in a well-known national law firm. When I met him, I could not help but notice his shoes were not shined and actually had scuff marks. His shoes looked like the one…more
As you know I have been regularly posting poetry I like. I have invited readers to send me poems that particularly inspire them. Here is one a reader sent to me, and yes those are the Blue Ridge Mountains taken from a deck in…more
I recently met PJ Dunn when he visited my office. We hit it off right away and enjoyed telling each other stories. At one point in his career, PJ sold advertising to law firms for the Dallas Business Journal. He knows how to…more
Do you have a plan to expand relationships with existing clients? Going back a long time, lawyers and law firms have called existing clients the “low hanging fruit.” So, do you have any “low-hanging fruit plan?”
Years ago Seth…more
I love this Oprah Winfrey quote:
I’ve come to believe that each of us has a personal calling that’s as unique as a fingerprint – and that the best way to succeed is to discover what you love and then find a way to offer it to…more
I am looking forward to making a presentation for a law firm today:
Building Your Client Development Tool Kit:? The nuts and bolts of business development
When I was working on this presentation, I was searching for something…more
My father gave me the greatest gift anyone could give another person, he believed in me.? Jim Valvano
My father gave me the same greatest gift. I know how much it meant to me many times in my career when I wondered or doubted…more
In coaching sessions, I am frequently asked what I think they should do in a particular situation. In almost every case, I have an answer, but I think it is more powerful for the lawyer to figure it out with my help.
I like to…more
1. What is your mission?
2. Which are the most important relationships you want to invest in?
3. What are the essential priorities and goals of those closest to you?
4. What are your expectations of the people around you, and…more
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