Business Development

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What Do Clients Say About Your Newsletters?

In the process of preparing for client interviews, we often get asked to obtain the opinions, interest or perceived value of the firm’s newsletters. It is a good question and worth asking given how much time your firm, staff...more

What's driving the demographic gap between BigLaw leaders and their CEO/GC clients?

The illustration to the left was just published in The American Lawyer. It accompanied a story on how law firm leaders are significantly older than leaders in the large corporations they serve. See MP McQueen, The Generation...more

Farewell to Chocolate Thunder, Baylor Football and Due Diligence

Daryl Dawkins died yesterday. To anyone who followed the National Basketball League (NBA); Dawkins will always be remembered with the brilliant Stevie Wonder-derived moniker – Chocolate Thunder. I will also remember him for...more

What an Appliance Store Will Teach You About Client Service

I recently attended a meeting of the Customer Experience Professionals Association (CXPA) at the new PIRCH store in Atlanta to learn more about how the appliance store has created a customer-centric culture and earned a top...more

Federal Trade Commission Joins with Industry Experts to Provide Start-Ups and Developers with Practical Advice at “Start with...

The FTC has a history of offering practical advice to organizations and consumers to protect against security threats and related concerns, and is continuing this practice with the upcoming – and very first – “Start with...more

Trends in Urban Grocery Store Development in Washington, D.C.

Continuing our coverage of trends in urban grocery store development, this post examines recent and ongoing activity in Washington, D.C., which is a leader in grocery-anchored, mixed-use redevelopment projects. It’s not...more

Consensus Terrorism

Last month, I spent two days with my dear friend Sanju Kripalani at Wicker Park Group’s annual client event. Sanju has one of those careers that very well may be unique to him: pedigreed education, New York law firm, Portland...more

Maybe It’s You

Prior to starting my own law firms, I had made many different employer changes over the years to the point that my position as the head of my law firm is the longest time I’ve been employed at one place and that’s only 5...more

10 Actionable Steps to Engaging More Prospects

It doesn’t matter whether you’re just starting out or you’ve been at it for a while, if you want to build a successful law practice, you’ll need to know how to turn prospects into clients and charge the fees that you deserve....more

Established Industries; Reverse Approach

You know that ultra-confusing quote that states “the more things change, the more they stay the same?” Think about it for a minute in terms of stenography and marketing....more

Uncover Your Firm’s Story

Telling a great story is often the difference between being listened to and being heard. In law firms, you are potentially telling a great story whether you are pitching to a client, negotiating compensation or winning over...more

Q&A: If Your Program Is So Good, Why Did You Go Bankrupt?

This really is the elephant in the room, isn’t it? If my law practice was so successful and I was making more than a million dollars a year in it and only working a few days a week, why in the world did I go bankrupt?...more

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

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