Business Development

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5 Reasons Your Business Development Isn’t Working – And How You Can Fix It

?“Get more work” is not a business plan. It’s not even a meaningful goal....more

Be Yourself

If we all were the same, the world would be a boring place. This is a favorite saying of mine. And it's true. There always are "in" jobs and professions. I am sure most of us think of the tech space as in and seem impressed...more

7 Reasons Networking is Dead - Or Should Be...

Networking is dead. It's been dead a long time. Thank goodness all I've ever really needed to be successful were my connections....more

Pennsylvania Accepts Applications for Medical Marijuana Growers, Processors and Dispensaries

The Pennsylvania Department of Health will accept permit applications for medical marijuana grower/processors and dispensaries from February 20, 2017 until March 20, 2017, pursuant to its authority under the Medical Marijuana...more

Partner and Firm Profitability in 3 Steps: Plan, Monitor, Bill (Part 1)

Let’s Acknowledge It’s Permanent - The legal industry is confronted with tremendous challenges for 2017. It’s been 10 years since the great recession, and one thing we can say with certainty is that the change in our...more

Econ 101: If You Increase Expenses More Than You Increase Revenue, Profits Will Be Lower

You just can’t make this stuff up. A recent ABA Journal article, Some law firm leaders question associate pay hikes amid tepid year, caught my eye. The Peer Monitor report stated: Firms were squeezed by a perfect storm...more

An Example of Where Elite Businesses Go, But Law Firms Fear to Tread

The title is simple enough: success = experimentation. Here is Peter Diamandis’ thesis: Today’s most successful companies, the ones that are “crushing it,” started as a series of crazy ideas, followed by experiments to...more

Checklist: How to Create a Successful Editorial Schedule

Editorial schedules are so much more than lists of writing assignments with due dates. Here's the simplest way to create yours....more

Back to Basics: Who Should Interview Your Clients for Feedback and How?

Most experts agree the most effective method of seeking client feedback is through face-to-face conversations at the client’s place of business. However, there are times and circumstances when different methods, like...more

The ReSET – Game On!

Rethinking How We Sell. This past month, we explored the challenges of perfecting your elevator speech and getting that next meeting. And the final column of the year struggled with how to make a business relationship more...more

[Event] Prosperoware: 2nd Annual Praxis, The Umbria Conference - March 7-9, Orlando, FL

Prosperoware, a leading enterprise software company delivering innovative technology transforming the business of legal and professional services will be hosting 2nd Annual Praxis, The Umbria Conference, will be held at the...more

Business Development Not-to-Do #1: Pursue Individual Companies

One in a series of business development tips for lawyers, steering away from unproductive efforts and focusing on action items that actually make a difference....more

Client Satisfaction is Dead…

Client satisfaction is dead – or you may be, if that is your primary focus as an organization. This seemingly radical statement is but one conclusion you might draw from reading Value As a Service, a fabulous new book by Rob...more

Things Lawyers Do - An In-House Client's Perspective...

A call to a law firms for better client service by Matt Fawcett, senior VP, general counsel for multinational data storage and management company NetApp....more

“We’ve got Stephanie” – A Southwest Airlines Lesson in Client Service for Law Firms

A lesson in why it matters to treat your clients and your clients’ problems as your own....more

Data Quality Do’s & Don’ts – Part 2: The Missing Pieces of Your CRM Success Puzzle

The holidays are long over and the scramble to send out holiday mailings seems like ancient history. But don’t close the book yet! ...more

The Four Questions of Client Loyalty

At the end of a client feedback interview last week, the senior in-house counsel I was speaking with summed up the relationship by saying, “At the end of the day, they get all my work because they make me look...more

A Personal Reminder About the Value of Experience

On Saturday, I was sitting in my home office and I heard an episodic beeping sound that sounded like a smoke detector with a battery that needed replacing. I checked all the smoke detectors and none were chirping, so I...more

Are We More Confident in eDiscovery Business Than We Were a Year Ago?: eDiscovery Trends

The results are in from the Complex Discovery Winter 2017 eDiscovery Business Confidence Survey, which has just concluded and (as was the case for the 2016 Winter, Spring, Summer and Fall surveys) the results are published on...more

The Top Ten Regulatory and Litigation Risks for Private Funds in 2017

Private investment funds and advisers are likely to face new regulatory challenges and increased litigation risks in 2017, not only because of a change in the administration, but also because many advisers have not corrected...more

How to Connect and Build Business at Conferences: Back-to-Basics Checklist

Here's a proven checklist for maximizing your investment before, during, and after a conference....more

GE, Like McDonalds, is Outsourcing Some Corporate Functions. How Soon Before It Happens With Law Departments?

My last post recounted McDonalds’ creation of its own ad agency and posited the question whether bespoke law firms could be far behind. Enter GE. Yes, that GE. According to CFO.com, GE is transferring about 600 of its...more

The Power of Narrative: Law Firms Need to Find Theirs To Differentiate Themselves

If banks can tell powerful stories, anyone can do it....more

“Switch” On Business Development Skills With Associates

Many years ago, one of my prior firms looked to hire its first business development “lead generator.” The candidate we selected had graduated from law school and served as a client of the firm. He had an impressive network of...more

LMA Body of Knowledge Ep. 2: The Growing Role of Business Development Within Law Firms [Audio]

Listen as members of the LMA Education Advisory Council discuss the BoK's Business Development domain. Experts include Amber Bollman (Barnes & Thornburg), Geoffrey Frost (Bondurant, Mixson & Elmore, LLP) and Sally Schmidt...more

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