Insights

News, Industry Insights, and Events at your fingertips.

Understand where your business comes from: review client revenues for trends and themes.

While it may be easier to simply watch money roll in, if that’s all you’re…
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Uncomfortable with selling yourself? Then sell your partners!

Everyone knows that it’s important to have the ability to sell yourself daily. Be it during…
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A desk is a dangerous place from which to watch the world!

As a former practitioner, I understand what it’s like to practically feel the weight of…
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All roads lead somewhere – so plan the work and work the plan.

To all the lawyers out there who may not claim planning as one of their…
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Start with the end in mind.

Business development can be a long, uphill journey. If you begin this journey looking first…
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Legal services are bought not sold.

This tip might result in a drastic change in perception. It sure changed mine! Legal…
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Review and update your contact information on a regular basis.

I know what you’re thinking: “You must be joking, right? Of course I will keep…
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Practice your pitch.

When meeting and speaking with potential clients, your pitch is the most important tool in…
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First impressions are lasting impressions.

Cliché as it may sound, the truth is you don’t ever receive a second chance…
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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…
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Keep your business development antennae up 24-7

The best business developer integrates the activity into his or her daily life and mindset.…
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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,…
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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…
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People do what is measured and rewarded.

Time is finite.  I get it!  So prioritizing is an absolute must.  And too often,…
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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…
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