There is no demand for legal services. ...more
Make your pipeline more exclusive....more
Too many lawyers let anyone into their pipeline who can fog a mirror. Here's how and why to free up time for better prospects....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
Why not let potential clients decide how important your location is?...more
Clients in mature industries experience the same increased competition, price pressure, and shrinking margins as you do. ...more
Relationships have no inherent business value, only applied value. ...more
The days of paternalistic law firms maintaining client-less lawyers at their longtime compensation levels (or at all) is over....more
In a buyer's market, your expertise and experience becomes the entry fee, not the winning bid....more
Successful marketing gives you a willing person to sell to, but you still have to make the sale....more
Stop viewing companies through the narrow keyhole of the Legal Dept. Do this instead....more
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
In a digital age in which information flows freely and everyone expects answers at the stroke of a keyboard, “Idea Relationships” succeed because your relevance is initially determined by what you know, not who you know....more
Relationships don’t sustain themselves. That means overhead. Each relationship requires you to invest time, attention, effort, and creativity....more
Nobody offers a useful definition of the term....more