First impressions are lasting impressions.
Cliché as it may sound, the truth is you don’t ever receive a second chance…
News, Industry Insights, and Events at your fingertips.
Understand your firm’s business development resources. Your business development/ marketing department is on your side.
I can think of many law firms with incredible departmental resources. Incredible, yet undervalued. Undervalued…
Keep your business development antennae up 24-7
The best business developer integrates the activity into his or her daily life and mindset.…
Keep a business development notebook. Track your non-billable time.
How do you keep track of your ongoing cases? Word processing documents, spreadsheets, sticky notes,…
You can’t change behavior unless you can affect compensation.
At the end of the day, money matters. If you want to incur a long-term…
People do what is measured and rewarded.
Time is finite. I get it! So prioritizing is an absolute must. And too often,…
What you do with your billable time is your current income. What you do with your non-billable time is your future.
I know you’ve heard it before – good business developers allocate significant time to business…
If you can make friends, then you can develop business.
I can’t take credit for this tip. One of my clients recently had this epiphany…
You don’t need to change WHO you are to become a skilled business developer.
You may just need to change what you do. Think about it – business development…
Make it Common Practice
I want to let you in on a little secret that might change your whole…
Association of Legal Administrators, Hawaii Chapter, June Membership & Managing Partner Luncheon, “Current Trends in Partner Compensation Plans,” June 27, 2014
“Current Trends in Partner Compensation Plans” People generally do what is measured and rewarded. As…
Legal Marketing Association, Southeastern Chapter, Orlando City Group, “Best Practices in Business Development Coaching,” May 29, 2014
“Best Practices in Business Development Coaching” Business development coaching is legitimate, proliferating and here to…
Client Interviews: Final Wrap-Up
So there you have it. Truly the “A to Z” of implementing a successful client…
Client Interviews: Trends & Themes – An Added Bonus
It’s our hope that by now, you are wholeheartedly convinced of the value an interview…
Law Firm Alliance, Spring Meeting, “Marketing vs. Business Development: The Changing Mantra,” May 2, 2014
“Marketing vs. Business Development: The Changing Mantra” Peter A. Johnson & Victoria Arnold…