Insights

News, Industry Insights, and Events at your fingertips.

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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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…
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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…
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Make it Common Practice

I want to let you in on a little secret that might change your whole…
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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…
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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…
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Client Interviews: Final Wrap-Up

So there you have it. Truly the “A to Z” of implementing a successful client…
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Client Interviews: Trends & Themes – An Added Bonus

It’s our hope that by now, you are wholeheartedly convinced of the value an interview…
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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…
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Client Interviews: Communicating with the Client

For some reason, communicating with the client post-interview seems to terrify and intimidate lawyers. This…
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Client Interviews: Reporting Results & Action Steps

Interview – check. Done. Success! After all the blood, sweat and tears, and hours of…
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Client Interviews: General Interview Tips

After years of conducting interviews, LPC has compiled a list of interview tips to be…
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Client Interviews: The Art of Asking

Establishing Rapport The manner and order in which questions are posed during any interview can…
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Client Interviews: A Desired First Impression

After a multi-step strategic planning process that may have, at times, felt tedious and challenging……
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Client Interviews: Pre-Interview Preparation – One Week Prior

Once the interviewer has become familiar with the history and foundation of the client relationship,…
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