Business Development

News & Analysis as of

“How will prospects know I’m awesome if I don’t tell them?”

Hi. It’s Ross. Let me tell you a few things about myself: I’m excellent. I have integrity. I’m responsive. I’m experienced. I’m technically knowledgeable. I’m legally effective. ...more

The Pitch Starts at Hello: 5 Ways to Make Sure Relationships Become New Business

Everyone is different and approaches business development in different ways, but if you keep the following five points in mind you will be both more successful at landing new mandates, and less susceptible to discouragement...more

Seven Communication Truths from the Courtroom

I recently had the opportunity to perform my civic duty as a juror. While the timing was inconvenient and the case not all that interesting, the experience provided a great perspective on the dramatic impact of strong...more

D.C. Circuit Rules That the 8(a) Program is Constitutional, But Its Reasoning Raises Questions

On September 9, 2016, the U.S. Court of Appeals for the District of Columbia Circuit (D.C. Circuit) issued a split decision holding that § 8(a) of the Small Business Act does not violate the Equal Protection Clause of the...more

5 Ways for Lawyers to Make the Most of Trade Conferences

Obvious? Not at all, if measured by the number of professional who follow these steps at conferences and other networking opportunities....more

Lawyers, What Are You Waiting For?

The level of frustration among lawyers irritated because their cases and expertise aren’t being picked up by media is not decreasing. I continue to hear the same comments on a regular basis. “This was a major case....more

The Future of Client Service

I was recently challenged to explore what client service will look like in 2026. The good news is the conversation has already started, but the bad news is law firms have a long way to go. It is great that the idea of “client...more

Avoid giving away your services for free

As a former, recovering Vice President of a synagogue, I’m always interested in how other synagogues attract new members. When I was the Vice President, I was in charge of membership and I always tried to bring in new members...more

Reflections from a former Deputy General Counsel - How the Legal Landscape is Changing & the Real Secret to Job Security

I have seen the nature of legal services transform over the 20+ years of my career as an attorney. The evolution of the global business environment has driven some of it, but lawyers were slow adapters and we now find...more

Attorneys Cannot Sue Avvo for Unauthorized Profiles According to Illinois Federal Court

An Illinois federal judge dismissed a proposed class action of lawyers whose business information was published by the online attorney database Avvo without their permission. The lead plaintiff, a Chicago-based personal...more

New Opportunities For All: SBA Expands The Small Business Mentor-Protégé Programs

On July 25, 2016, the Small Business Administration (“SBA”) released a much-anticipated Small Business Mentor Protégé Programs Final Rule that created a new expanded mentor-protégé program, modeled on the existing 8(a)...more

Change: Lessons for law firm leaders from the legendary Jack Welch

In order to meet or exceed anticipated profits per partner in a rapidly changing legal industry, many firms still have a way to go to upgrade or simply modernize their systems and processes. So today’s post is about change. ...more

International Entrepreneurs New Proposed Work Authorization for Founders of Start-Up’s And a Comparison to Other Visa Options

On August 31, 2016 the Department of Homeland Security (DHS) proposed an “International Entrepreneur” (I.E.) rule that would allow qualifying foreign investors to develop and grow their start-up companies in the United...more

Four Common Themes from Client Development Coaching Sessions

In my work over the past year with individual associates and partners on client business development, I have noticed several common themes that are worth sharing: - 1. In law practice client development, many lawyers are...more

Legal Business Development: A Roadmap for Growing the Top Line

As we’ve all heard before, law firms can improve the bottom line in two ways; 1) by cutting costs, and 2) by increasing the top line. For those firms who weren’t serious about cost-cutting, before then, 2008 likely changed...more

Teach Your Associates How to Facilitate Meetings

One of the most important and sometimes overlooked skills associates need to perfect is the ability to lead/facilitate a variety of group meetings and discussions. Presentations to practice and industry group colleagues,...more

Advanced Pricing Class – Early Bird Rate Ends 9/8/16

Law firms of all sizes are facing pricing pressures like never before.  There is a tendency for many partners to simply agree to the discounts requested by clients — even for high value legal matters, rather than push to show...more

The Secret of Your Business Success? Relationships, Relationships, and Relationships

Three ways to work on your successful business relationships right now....more

Proposed International Entrepreneur Rule Gives Startup Founders Temporary Stay in U.S.

The U.S. Citizenship and Immigration Services (USCIS) and Department of Homeland Security (DHS) last week proposed a new rule that will allow certain immigrant startup founders to receive “parole” or temporary permission to...more

2016 Law Firm Benchmarking Report: Staying Competitive in Today’s Crowded Legal Market

The writing is on the boardroom wall, but the question is, will firms choose to take action and do something about it? 79% of those surveyed in Exterro’s 2016 Law Firm Benchmarking Report stated that client expectations have...more

U.S. Immigration Proposes Solution for International Entrepreneurs

Current visa options limit the ability of foreign national entrepreneurs to start and grow companies in the United States. As a result, the United States is less able to attract the world’s very best and most innovative...more

The “Shark Tank Visa”: Proposed Rule Opens Door for Foreign Entrepreneurs

Last Wednesday, the Department of Homeland Security (“DHS”) announced a proposal that would allow foreign entrepreneurs to enter the United States to operate high-growth, job-creating startup enterprises. As with other...more

Corporate E-Note - August 2016

In a “Table of Experts” series published on July 15, 2016 by the Birmingham Business Journal, Ed Christian provides his insight into a series of questions related to mergers and acquisitions. Please see full E-note below...more

SBA Final Rule on Mentor-Protégé Programs for All Small Businesses Becomes Effective

The Small Business Administration (SBA) issued a long-awaited final rule establishing a new, expanded mentor-protégé program that will allow all types of small businesses to qualify as protégés, while retaining, but slightly...more

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