Mike O'Horo on why, when it comes to law firm business development, it is vital to get in practice time....more
If you have only 2-3 things to accomplish, and each will only take 10-15 minutes, there's really no excuse for doing nothing. ...more
If we want to have work next month, next quarter, next year, we must do things now, and continuously, to make that happen....more
A legitimate plan requires only that you go through a logical exercise that begins with your goal and engineers backward. Mike O'Horo explains how....more
Have you considered that the language you’re most comfortable with, that you use without thinking, erects obstacles to getting the business you want?...more
If you struggle to collect what you bill, you have a sales problem. The collection problem is merely a symptom, and a consequence, of the underlying sales problem.
...more
Second in a series on successful networking habits, from Mike O'Horo....more
First in a series of four by Mike O'Horo, getting into the weeds on how lawyers can network successfully during the holiday season and beyond....more
It's easier to get more work from an existing client than it is to get a new client....more
We surveyed US lawyers to determine how anxious or confident they are. Mostly, they're anxious....more
Second in a four-part series by Mike O'Horo on how to make the most of law firm referrals....more
Too many introductions are squandered because the lawyer being offered the introduction doesn’t manage the proffer properly....more
After years of investing in marketing, sales training and internal sales support, sales management is the next organizational function for law firms to develop....more
A couple of hours per week isn't going to get it done....more
Throughout my almost 30 years coaching thousands of lawyers of every description, I've found that these principles help lawyers keep things gender-neutral....more
Mike O'Horo on what lawyers can learn about business development planning from General Motors' recent factory closure and layoff news....more
The embryonic law firm sales function is undergoing change at a dizzying pace. But the language of the current sales debate suggests that many participants still don't appreciate the degree. ...more
Twelve questions that can turn a successful client matter into successful referrals....more
Lawyers, don’t attempt to get new business during the holiday season. From Mike O'Horo, here's why -
and what to do instead....more
There is no demand for legal services. ...more
Law firms need to define these functional roles in a way that separates their responsibilities clearly....more
Your biggest competitor, with an estimated 30% market share, is "no decision."...more
In a buyer's market, your expertise and experience becomes the entry fee, not the winning bid....more