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What Can Mickey Mantle Teach Us About Business Development Training?

The latest in Mike O'Horo's series of BD-focused posts taking inspiration from spring training....more

What Does the Most Consistent Producer  in Baseball History Do That You Don't?

Mike O'Horo on why, when it comes to law firm business development, it is vital to get in practice time....more

Create Business Development Success in 15-Minute Increments, One Day at a Time

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

Lawyers, Dig the Well Before You're Thirsty

If we want to have work next month, next quarter, next year, we must do things now, and continuously, to make that happen....more

Lawyers, For Your Business Development Plan to Succeed, Answer These 10 Questions

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

Lawyers: Ditch Practice-Group Nouns In Favor of Words That Sound Like Your Clients' Conversations

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

Collection Problem? No. Sales Problem

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

On Successful Networking - Part One: What's the Best Way to Introduce Yourself?

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

Lawyers' Business Generation Confidence Survey Reveals Conflicts

We surveyed US lawyers to determine how anxious or confident they are. Mostly, they're anxious....more

Lawyers, Use a Sales Investigation Meeting to Make a Referral Pay Off

Second in a four-part series by Mike O'Horo on how to make the most of law firm referrals....more

Lawyers: What To Do When You're Offered a Referral

Too many introductions are squandered because the lawyer being offered the introduction doesn’t manage the proffer properly....more

Measure, Manage, Reward: The Pandora's Box of Law Firm Sales Management

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

Before Investing in Gender-Specific Business Development Training...

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

Eighty Percent of Your Firm's Lawyers Just Don't Want to Learn BD Skills

It's time to abandon the failed force-them-to-comply philosophy in favor of identifying which of your firm's lawyers want to develop marketing and sales skills, and invest only in those....more

Law Firm BD: "Plans Are Useless, But Planning Is Indispensable..."

Mike O'Horo on what lawyers can learn about business development planning from General Motors' recent factory closure and layoff news....more

Lawyers, Nail That Meeting With Your Prospective Client

Mike O'Horo walks through a scripted hypothetical meeting, step by step, to illustrate how to organize and nail your next conversation with a prospective client. ...more

The Future Of Law Firm Business Development Belongs to the Bold

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

How Lawyers Can Stimulate Referrals From Every Matter

Twelve questions that can turn a successful client matter into successful referrals....more

20 Behaviors of the 100%-Capable Attorney Rainmaker - How Many Do You Practice?

What does it take to be a great rainmaker, able to generate millions of dollars in business - each year, reliably?...more

Holiday Marketing? No: Lawyers, Focus on Strategic December Business Development Instead...

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

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