Business Development

News & Analysis as of

Avoiding Laziness in Setting Goals

It seems axiomatic: if you don’t know where you’re going, how do you know when you’ve arrived? Yet many law firms fail to define the most fundamental of goals, leaving them prone to variable interpretation, or...more

M&A Update: IRS Mulls Change to Spinoff Rules

In a statement that would mark a stark change in approach, an IRS official recently indicated that the IRS may begin requiring that companies seeking to effect tax-free spinoffs conduct active businesses that represent a...more

Dubai launches new design and e-commerce hubs

A cornerstone of Dubai's success in attracting businesses and encouraging growth across a diverse range of sectors has been the continued establishment of free zones. These special economic zones offer business-friendly...more

Thoughts on DORP

In baseball statistics, one of the more useful numbers for measuring player performance is “VORP” (value over replacement player). The idea behind VORP is to measure “how much a hitter contributes offensively or how much a...more

Levi Strauss and Auditing of Third Parties

Today we celebrate innovation. On this day in 1873, a patent to create work pants reinforced with metal rivets was granted. This marked the birth of one of the world’s most famous garments: the blue jeans. Jacob Davis, a...more

5 Reasons to Work with a Business Development Coach

Everyone benefits from coaching. It’s rare to find any high achiever who doesn’t look to a coach for candor, reassurance and advice. Professional athletes, entertainers, CEOs and others at the top of their game often employ...more

Interview with Tanya Otterstein-Liehs-the Process of Fitness

I grew up in Kitchener, Ontario, Canada and now reside in Waterloo, Ont. Canada. I went to Conestoga College in Kitchener to study and pursue a career in Early Childhood Education. However I came to a point in my life where I...more

Lawyers Ask: How Do I Make More Money? (Part 1)

It seems like such a simple, even harmless question. The answer is both obvious and elusive. How do I make more money?...more

Build Fierce Loyalty with your “Frequent Flyers”

Before I traveled extensively for work, I ignored the pre-flight intercom banter of promotions for those flying as part of the airline’s frequent flyer program. ...more

Sell, Scale, or Slip Away: The Entrepreneurial Fork in the Road

Most companies are started by salespeople. The ability to sell a product or service is critical to sustaining a fledgling company, after all, and without it few businesses can last long. But while the skill of the salesperson...more

Webinar: How to Get Your Lawyers Sharing Successfully on LinkedIn - with @AdrianDayton [Video]

Watch the hour-long video recording of a recent client webinar in which JD Supra's Adrian Lurssen talks to author, speaker, attorney, and entrepreneur Adrian Dayton about how law firm marketers can help their lawyers share...more

Recommendations that Build Business

In its 2014 “Global Trust in Advertising” report, market research giant Nielson Company found that 92% of consumers worldwide trust recommendations over all other forms of advertising. That is up 18% since 2007....more

Pipeline to Success - Part 4: The Past

When some larger firms with sophisticated marketing departments began to realize the limitations of spreadsheets years ago, they started looking for alternatives. But because the profession had not been focused on...more

Lawyers in the Problem-Spotting Business

During the 2015 Legal Marketing Association Annual Conference, keynote speaker Daniel Pink discussed many themes related to the role sales plays in the lawyer-client relationship. For decades, lawyers have pushed back...more

Pipeline to Success - Part 3: The Pipeline

This is where real pipeline software can help to take a law firm’s business development to the next level. A true sales pipeline allows opportunities to be entered and linked to related people and companies. Pipelines also...more

FCPA Compliance and Ethics Report-Episode 150-Tanya Otterstein-Liehs on the Process of Fitness [Video]

In this episode, I visit with Canadian fitness guru Tanya Otterstein-Liehs on her process approach to fitness, the need for a positive attitude in any job you perform and how she has been able to create a large clientele...more

Pipeline to Success - Part 2: The Spreadsheet vs The Pipeline

At its most basic, a pipeline is simply a way to track and report on business development efforts. Initially, when law firms began tracking business development opportunities, the original tool of choice was Excel. Even at...more

The Roundup:Last Week’s Recommended Reading (April 10, 2015)

From Around the Web - Navigating the Thin Lines Between Wasting Time, Being Too Busy, and Achieving True Productivity: In a world that bombards us with so many things that need to be done, how do we find the pace...more

Scope-Blindness: Confusing Trees with Forests

As one of its core principles, Legal Project Management (LPM) emphasizes the need for effective project scoping as a crucial first step for delivering legal services efficiently, predictably, on time and on budget....more

Pipeline to Success - Part 1: Law Firms Finally Embracing CRM for Business Development Tracking

What gets measured gets done. This can certainly be said about “non-billable” activities in law firms. For anyone familiar with attorneys, this is not surprising. Busy lawyers are tasked with competing demands for their very...more

Should we be in “Who’s Who” publications?

Q: Our lawyers have been invited to be part of both Best Lawyers and Who’s Who. Are those good? Should we participate? A: “Best Lawyers” is credible and, in my experience, the people who are selected belong there. Pick...more

Tips From The Inside: Stacey Constas, Senior Corporate Attorney, Standex International Corporation

In this installment of The In-House Advisor, we interview Stacey Constas, Senior Corporate Attorney / Corporate Governance Officer at Standex International Corporation, a global manufacturer of industrial components and food...more

#LetsAskNancy: Lawyers: Client Names In Pitches...To List Or Not To List?  [Video]

#LetsAskNancy is where I answer questions others have about legal and lawyer marketing and business development, including content, social and digital marketing. You have a choice…either listen to this post in the player...more

The One Secret Ingredient to Creating Raves

Restaurateur Danny Meyer has been delighting diners in New York City since he opened Union Square Cafe in 1985. Thirty years and 15 restaurant concepts later, he and his team at Union Square Hospitality Group (USHG) have...more

6 Essential Secrets to Engaging More Clients in Your Law Practice

I’ve sat through many practice-building seminars in the last five years, each one promising that if you follow their tips and tricks, you will grow you practice N-fold. By and large, these seminars describe in detail how to...more

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