The latest in Mike O'Horo's series of BD-focused posts taking inspiration from spring training....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
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
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
A couple of hours per week isn't going to get it done....more
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
Twelve questions that can turn a successful client matter into successful referrals....more
If you’re not relevant, you don’t exist....more
What does it take to be a great rainmaker, able to generate millions of dollars in business - each year, reliably?...more
To succeed at business development, you need five things....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
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