Business Development

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How to Succeed in Africa by Choosing Partnership over Corruption

Big opportunities for exporters in Africa - There is no doubt that the continent of Africa is a land rich in opportunities for international businesses. With an abundance of natural resources, some of the world’s fastest...more

The Four Stages of Successful Coaching

There is an old Peanuts comic strip featuring Charlie Brown and Lucy that resonated with me when I began working with professionals on business development for the first time. In it, Lucy—the psychiatrist who is “IN”—is...more

Cross Selling Sucks. Here Are 18 Reasons Why. (Part 2)

This is the second part of a two-part post describing why Cross Selling (or “cross-marketing,” or “cross-servicing”) is much more difficult than most professional-services firms believe. Below are additional reasons...more

Cross-Selling Sucks. Here Are 18 Reasons Why. (Part 1)

Q: My law firm can’t cross-sell. What are we doing wrong? A: It’s not just you, it’s most firms. In fact, most law, accounting, and other professional-services firms struggle with selling different practice areas to...more

The Predictability and Perils of Over-Monetization

“There is no such thing as over-monetization!” Until the client catches on. And then you’re screwed. I don’t know when I first learned that money could become a verb and monetize and monetization were a thing. But as a...more

Don’t Put Your Rankings Ahead of Client Service

If you ask most legal marketing professionals about their top pain point and/or worst use of resources, lawyer rankings and awards always rise to the top. They are growing in popularity and awareness, and the time demands to...more

Law 2023: A Look Ahead for the Legal Profession

The future of the legal industry isn’t what it used to be. Or so says a report issued by Law2023.org, a group of industry insiders — including this writer — who spent a year studying the trajectory of the legal marketplace....more

The Chambers “A” List: How Some Firms Have Outsized Success with Chambers Rankings

Want to instantly strike up a rapport with another legal marketer whom you don’t know yet? Share how you feel about Chambers submissions and you’ll be kvetching like old friends in no time! As Chambers season cranks into high...more

Are You an Agent or a Gatekeeper?

At the Union Square Hospitality Group’s Hospitality Quotient customer service training session, we talked about the importance of building an organization with “agents.” We have all personally experienced “gatekeepers” and...more

What’s your RSTLNE?

Smart people do their homework, rely on past experience and pattern recognition to guide future behavior, and practice. But really smart people often “wing it,” preferring to use their towering intellect to smoothly navigate...more

Splitting Hairs on Marketing ROI

Numerous times in the past I have been asked to weigh in on marketing’s impact on business development. And, while instances certainly do occur whereby clients specifically cite reading a blog post or seeing a name in the...more

What CEOs (and Other Clients) Want

It was my second week as the bank holding company’s newly minted general counsel, and I walked into my CEO’s office late in the afternoon with one question: “What type of general counsel do you want me to be for you?”...more

Easily Attainable Do-follow Links from Lawinfo.com

Getting high-quality do-follow links you can make yourself are not that easy to come across online. Most link building strategies take time and effort to be successful so lawyers should go after low-hanging fruit whenever...more

Are e-auctions the ticket to lower legal fees?

According to Bloomberg BNA, Honeywell General Counsel Katherine Adams has determined that e-auctions are the ticket to lower legal fees. For those unfamiliar with the process, an e-auction is where the the corporate counsel...more

Data Quality Do’s and Don’ts – Part 4: The Missing Pieces

One of the most common CRM data quality complaints we hear as CRM Success Consultants is that key pieces of contact data in the system are missing. This significantly reduces the value of the system and hinders adoption....more

Meeting of the SEC Advisory Committee on Small and Emerging Companies

The Securities and Exchange Commission’s Advisory Committee on Small and Emerging Companies (Committee) met on June 3 to discuss various topics including (1) SEC rules with respect to intrastate crowdfunding; (2) the...more

Pick the Right Business Development Coach

As we discussed in a recent post, the significant benefits that come from working with a business development coach include a personalized business development plan, accountability and access to fresh ideas. Identifying the...more

Are You a Manterrupter? – Part I

This is Doug, and I’m going to be flying the airplane in this post. Pam is standing by me, as usual contributing a wealth of valuable and timely information, but she’s going to hold her tongue. Why? Because research proves...more

SEC Denies Montana’s Request to Stay Regulation A+

Montana and Massachusetts previously filed suit to challenge Regulation A+ adopted by the SEC under the JOBS Act. On June 5, 2015, Montana requested that the Commission stay the effective date of the amendments to Regulation...more

#LetsAskNancy 005: Lawyers, Should You Start A Practice Area Twitter Account?

#LetsAskNancy is where I answer questions others have about legal and lawyer marketing and business development, including content, social and digital marketing. Today’s question was posted in a legal marketing group I...more

Using Your IRA to Buy a Business: Still a Risky Strategy

I blogged in the past about decisions in which taxpayers have used assets in their IRA to finance a new business. This structure is sometimes known as a ROBS or rollover for business startups. In 2013, the tax court held that...more

Minnesota Adopts Crowdfunding Law

Minnesota has adopted an intrastate crowdfunding exemption referred to as “MNvest.” The legislation is meant to work in tandem with the federal exemption for intrastate offerings under Section 3(a)(11) of the Securities Act...more

Lawyers, It’s Time. It’s Been Time For A While.

I am finishing three days of attending legal marketing and business development conferences in Chicago. The first was the Legal Marketing Association’s LMA P3 conference. These 3 Ps pf this conference are pricing, project...more

California Court Rejects Alleged Joint Employers' "It Wasn't Me" Defense to Worker Misclassification Claims

Notwithstanding—and perhaps because of—the emergence of the so-called "sharing economy" and its proliferation of disruptive new business models, as well as calls to re-examine the traditional and familiar employee versus...more

Corporate & Financial Weekly Digest - Volume X, Issue 23

In This Issue: - Meeting of the SEC Advisory Committee on Small and Emerging Companies - FINRA Requests Comment on a Proposed Rule to Require Delivery of an Educational Communication to Customers of a Transferring...more

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