Posted In: Business Development
Law Firm Business Development: Lose a Client; Gain Some Perspective – The 5+ Ws
You lose an opportunity for work after spending hours on an RFP or just hours and months on the sales process. Or you
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Archive for Business Development Category
Posted In: Business Development
Getting Commitment: Start Small, and Build
Psychologists interviewing POWs after the Korean War discovered that U.S. prisoners held in Chinese camps were much more likely than their counterparts in
Posted In: Business Development
Finding Career Satisfaction in Today’s Law Firms
A recent speech given by poet (yes, poet) David Whyte really emphasized the importance of being happy with yourself and in one’s career.
Posted In: Business Development
Law Firm Business Development: Make The Most Out Of Informal Interaction
Well, the warmth has finally arrived here in New England this 4th of July weekend. Seriously. The high temperature last Sunday in Boston
Posted In: Business Development
The 5 key components to a successful client team program (that are often overlooked)
We often hear “it didn’t work for us” or “we just can’t seem to get our client team program going.” Have you tried
Posted In: Business Development
The Top Ten Law Firm Business Development Don’ts
At a recent retreat I had a number of partners ask me “What are the top “Don’ts” of business development? While I prefer
Posted In: Business Development
Understanding your Client’s Business: 7 Questions to Start the Process
I continue to hear from third party sources and even from our client’s clients through feedback engagements, that clients expect outside legal counsel
Posted In: Business Development
Generating New Ideas for Staying Top-of-Mind with Clients and Key Prospects
You say cola, I say Coke. You say lip balm, I say Chapstik. You say tape, I say Scotch. It’s easy, automatic, almost
Posted In: Business Development
The Many Paths to Business Development Success
I get concerned when senior rainmakers give business development presentations to their firm’s associates. Why? Because the message is often misconstrued by the
Posted In: Business Development
The Four Ws of Business Development for Those Who Want to Take it to the Next Level
After two recent weeks of meetings with partners who are successful at business development and want to reach the next level of revenue