Business Development

Play to Win

More Business Development Tips for Associates

By | Jul.21.14 | No Comments

More and more young lawyers are actively seeking ways to get involved in marketing and business development. In some cases, their firms encourage it; in others, the associates rec[...]

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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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