At a recent retreat I had a number of partners ask me “What are the top “Don’ts” of business development? While I prefer to be…
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After two recent weeks of meetings with partners who are successful at business development and want to reach the next level of revenue generation, it…
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Prospectors know that to find gold, they have to sift through a lot of rocks, twigs and other miscellaneous things found in the streams to…
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I often ponder the fact that we can’t change lawyers’ minds about fees and the fact that fees are not the primary criterion on which…
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Reading an article about the Qualities of Remarkable Bosses by Jeff Haden made me think about the fact that law firms have a great opportunity…
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What’s the most often-heard reason for not doing more to increase selling efforts? Lack of time. I won’t argue with this except to say that…
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