Navigating a business development lunch, especially with a pivotal figure like a new General Counsel (GC), can be a blend of excitement and apprehension. Recently, a client reached out to me, seeking guidance for an upcoming...more
As I sat down to begin the workshop, my client provided me with some insights about their team. I listened attentively as they shared anecdotes about the ambitious young talents poised to become the firm’s future rainmakers,...more
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 networkers are not achieving the results they’re looking for through...more
When seasoned rainmakers step up to deliver their insights on business development to their firm’s eager associates, it often sparks both inspiration and apprehension. The underlying message seems clear: “Follow my path and...more
In the realm of legal services, successful client acquisition isn’t about diving straight into a sales pitch. Picture this: You walk into a doctor’s office, and before you can say a word, the physician launches into a sales...more
“Commitment to help.” This is, according to BTI Consulting CEO Michael Rynowecer, one of the top attributes that buyers demand from their law firms. That’s old news; here’s the new news: More and more, law firms have awakened...more
There are limited ways for a law firm to differentiate from other firms. After all, the practice of law is basically the sale of hours (expertise) in exchange for fees. So how can a firm actually stand out from the rest?...more
A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint using tools like Myers Briggs and others or from a...more
Think about a time that you’ve reached out to a prospective client and received no response. There are many reasons voicemails and emails go unreturned. It could be that something personal is going on with the recipient and...more
I recall an interview with Alabama’s head football coach Nick Saban several years ago. Minutes after winning the national championship game he stated: “We’re going to enjoy this for 24 hours or so, then it’s back to work.”...more
Don’t drown, turn around! I hear this on the news every time we experience unprecedented rainfall (which we do from time to time in Texas). While many problems associated with floods can’t be avoided, some potential risks...more
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had called me and not the partner I brought to the pitch meeting. Then it occurred to me. The CFO thought I...more
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had called me and not the partner I brought to the pitch meeting. Then it occurred to me. The CFO thought I...more
A client recently asked me for guidance on an upcoming business development lunch that was obviously important to her. Her former colleague had recently been appointed as the new general counsel of a huge potential client. ...more
Coaching is becoming a profession within the legal profession. Learning to become a business development coach or to refine your coaching skills to help lawyers reach their full potential for developing business is a great...more
Become a Master Coach with our Certification Program: Coaching is becoming a profession within the legal profession. Learning to become a business development coach or to refine your coaching skills to help lawyers reach...more
Become a Master Coach with our Certification Program: Coaching is becoming a profession within the legal profession. Learning to become a business development coach or to refine your coaching skills to help lawyers reach...more
“Can anyone give us an example of a non-legal service that you love”? The question was posed by John Cunningham to the four GC panelists at LSSO’s RainDance Conference in Dallas on May 9th. “Nordstrom Personal Shopper”...more
A.I. changes everything for law firms. Today’s technology allows for contract review at a speed with which a lawyer simply cannot compete. The result is a faster and more accurate work product. Law firm clients get better...more
Professor Gabriel Teninbaum, Director of Suffolk University’s Institute on Law Practice Technology & Innovation, gave a thought-provoking keynote address on innovation to 300 plus attendees at last week’s Marketing Partner...more
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 networkers are not achieving the results they’re looking for through...more
The Cubs won the world series, Donald Trump may be our next President, and law firms are hiring sales professionals.
What? Really?...more
In order to meet or exceed anticipated profits per partner in a rapidly changing legal industry, many firms still have a way to go to upgrade or simply modernize their systems and processes. So today’s post is about change. ...more
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 many of us can fall into. Consider the following email outreach...more
Why don’t more law schools offer courses that teach the basics of branding, marketing and business development? This would have been unheard of fifteen years ago (when I first joined the legal industry), but today . . . only...more