Business Development


The Friday Five

Rainmaking Steps: Skirting the Social Dilemma

By | Jul.18.14 | 2 Comments

As we enter the heart of summer, pleasant weather ramps up the frequency of cookouts and other casual events. We find ourselves spending less time with business contacts and more w[...]

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Business Development Starters for Associates

By | Jun.25.14 | 4 Comments

I remember when partners would say to associates, “Don’t worry about getting business. Just spend your time doing the work and learning your craft.” Then, firms would make so[...]

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Relationships and the Web

By | Jun.04.14 | 4 Comments

Your relationships with clients, colleagues and other referral sources ought to be the focus of your client development process and your web presence. Lawyers regularly ask me q[...]

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Play to Win

Invest in Yourself

By | May.27.14 | No Comments

Two coaching situations recently occurred in close proximity to each other and the contrast was striking. In the first, Attorney A, a partner, was interested in building a niche[...]

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Nothing But The Ruth!

Business Group Memberships: Should You Renew?

By | May.15.14 | 1 Comment

Ah, spring is in the air! The flowers are blooming, the birds are chirping and I have just received annual invoices from the two business organizations to which I belong. Between t[...]

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Marketing & Business Development

The Relationship Game: 4 Law Firm Business Development Truths

By | May.08.14 | No Comments

What do Apple, McDonald’s, Nike and P&G have in common? Besides spending more than a billion dollars on advertising annually, these "B2C" (business to consumer) companies are[...]

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