Business Development

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Lawyers, Can We Please Talk About Auto Direct and Private Messages?

Okay, raise your hands if, out of the blue, you’ve received a private message on LinkedIn, Twitter or Facebook that was so disconnected from your world that you wondered what that person was thinking....more

How to Deal with Feedback

The single greatest truth in any client feedback effort is simple: If you are not prepared to act on the feedback, don’t ask for it. In every client feedback program—whether we are conducting the interviews ourselves...more

Million Dollar Martini: How to Shake Up Your Network and Mix Up Big Deals

You’ve taken the traditional marketing routes: ads in the local paper, perhaps a quick spot on the radio or a basic web page. But, how do you mix in that extra ingredient that will put your company on top? What can push your...more

Getting to Know You: Penny Desatnik

This is the first of our series, “Getting to Know You,” profiling the professionals of Blattel Communications and exploring what makes them tick. Today, we check in with Account Supervisor and native Clevelander Penny...more

Best times for professionals to post to social

The world is full of coincidences. Once in the airport of Salt Lake City, I ran into Natalie Cook on her way to Romania to do missionary work there. I had met her in high school, so we had a brief conversation and I wished...more

A GC’s Guide to Winning (and Keeping) Business

In my career, I have had the opportunity to be general counsel for a bank holding company, a large state medical center and a state bar association. Each entity was different in terms of its leadership and operating...more

10 Tips to Score a Perfect “10” with your Corporate Clients

As outside litigation counsel, we are often brought in to represent new clients when they are on the receiving end of a fresh lawsuit. Jumping in to get a handle on the matter is key, but taking time to get to know your...more

Law Firm Business Development: Take a Team Approach

We encourage each of our individual clients (Partners, Associates, and Counsel alike) to develop individual business development plans. We also continually emphasize the importance and value of teamwork in business...more

John Carnevale, R.I.P.

John Carnevale, the President and Chief Executive Officer of Sentinel Benefits, a Massachusetts and New York based producing third party administrator (TPA), died of a heart attack suddenly last weekend. I never met...more

What’s the big deal about China?

Well, first of all, China IS big. With nearly 1.5 billion people and an economy whose growth has outpaced that of the U.S. more than three-fold since 2011 according to the World Bank, China has been a ‘hot topic’ for years....more

Starting Your Law Practice: Taking the First Steps

“Those who never try or quit too early end up working for those who tried and never quit.” True in any business and life in general, even more so in the solo practice of law—going solo requires you to step out and charge...more

Game On: A Fresh Take on Business Development Training

We play and watch games throughout our lives. Own a frequent flyer card? You qualify as a player. Buy an occasional lottery ticket? Play recreational sports or video games? Yep, you’re a player. Games are everywhere in our...more

The CRM Foundation

Once you have a concrete strategy and have formed a plan, you need to build a solid foundation for long term CRM success. Doing this type of ‘groundwork’ will ensure that your CRM implementation and structure will stand the...more

Your Cheat Sheet for the Generational Divide

If I were to guess, your legal department is managed by Boomers and Gen-Xers, but many of the lawyers in your group are millennials. The law firm world is no different, although I believe we are mostly boomer-led. Have you...more

How to Ask for Work

“Teach me how to close…I need help with ‘the ask’.” This a common request from many of my new coaching clients. Many come to me with reasonably healthy lists of good quality contacts. They seem very well connected, go to...more

Please Read the Fine Print About Doing Business in Cuba

I am here to encourage newly authorized trade to and from Cuba. However, my job is also to ensure that exporters have all of the information they need to make informed business decisions and remain compliant with U.S. trade...more

Choosing Your CRM Builder

Selecting the right team to build your house is essential. We’ve all heard horror stories about dealing with bad contractors. Without the right building partner, you are likely to get a house that takes longer and costs more...more

The Connection between Coaching and Mentoring and Great Lawyer Careers -- Sporkin's Kids and other Examples

My previous post excerpted the introduction "How to Solve the Legal Profession's Diversity Problem." The article suggests that our diversity challenges are rooted in a systems problem. First, our systems for selecting and...more

Feminenglish Part V: Remedies for Lousy Communication

In recent posts, we have been discussing the wasteful and demoralizing patterns of “asymmetrical communication” between male and female lawyers, particularly as it impacts team collaboration and effectiveness, as well as good...more

Businesses Locating in Expanding Keystone Innovation Zone May Qualify for Tax Credit

Philadelphia Mayor Jim Kenney recently announced a significant expansion of the University City Keystone Innovation Zone which is intended to attract new businesses into Center City Philadelphia. Now may be the time to...more

Is It Time for Marketing and Business Development Courses in Law School?

Why don’t more law schools offer courses that teach the basics of branding, marketing and business development? This would have been unheard of fifteen years ago (when I first joined the legal industry), but today . . . only...more

The Blueprint for CRM Success

CRM success starts with a plan. Once you have invested the time to articulate the initial ideas for your new CRM home and have shared your thoughts with your CRM architect and key stakeholders in the organization, it’s...more

The Crucial Difference in Real Deadlines and Perceived Ones

In a recent client feedback interview, a deputy general counsel told a common story. He had all but forgotten the Thursday deadline for a filing in a litigation matter of medium importance. His regular outside litigation...more

Law Firm Business Development: Should you conduct a Go-To-Market Assessment?

Is your firm missing its revenue targets? Is firm leadership struggling with marketing and business development investment decisions? Is it clear to the lawyers what the marketing and business development department can do...more

3 Reasons Why Every Lawyer Should Study JD Supra's Readers' Choice Awards

JD Supra just published their inaugural Readers’ Choice awards, featuring top authors and top content across 26 categories. The accompanying report provides critical insight into who’s reading what – and in which industry –...more

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JD Supra Readers' Choice 2016 Awards

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