I read a great article in the Harvard Business Review on networking. In “Don’t Waste Your Time on Networking Events,” author Derek Coburn suggests that…
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Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development. They forget…
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I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap…
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When you are pitching business and you hear “you gave the best presentation….but, we hired the other firm,” what happened? You likely educated the buyer…
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Every lawyer can be a rainmaker. Just like everyone can be in shape. It takes discipline, organization and repetition to see results. Here’s what the…
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