Well Said!

In this classic from “The Coach,” Mike O’Horo: Smart advice on how to introduce yourself and get them talking! Following a recent post about networking, a reader asked, “What’s the best way to introduce yourself at a networking event?” What ...

Follow up email examples: No Need to Walk on Eggshells. When sending a series of follow-up emails to prospects, many lawyers get anxious about how well they’re balancing persistence against the risk of being perceived as pushy and turning off ...

As invitations roll in for social events this post-pandemic summer, here's a refresher from "coach" Mike O'Horo on how to handle yourself when you meet someone for the first time — or after a long time.

Mike O'Horo explains the process whereby you help those who’ve found you make a well-informed and reliable decision — painlessly for them and for you.

Mike O'Horo explains the perverse dynamic at play when firms hire lateral partners, and what's really at stake.

Do you feel fear and anxiety when trying to close a sale? Here's how to eliminate it.

Before you can draw a line in the pricing sand, you have to have a replacement source of revenue.

Lawyers know they have to stay in contact. Otherwise, you risk missing out on work simply because too long of a gap between communications made the client or prospect forget you. But too many lawyers struggle to generate relevant welcomed ...

Unless you're creating sales opportunities, or converting sales opportunities, you're hanging out on the sidelines with the other nonplayers.

Marketers of anything who fail to learn prospective buyers’ motivation are doomed to fail.