Rainmaking

Jay Harrington | One great way to add value for business clients is having a Q4 “off the clock” meeting to discuss the coming year.

Sally Schmidt | A common interest won't be the only reason a prospect sends you work. But once you’re on the shortlist, that personal connection can push you to the top.

Jay Harrington | When it comes to building your practice, specificity is your roadmap, and action is your vehicle. The Specificity Funnel gives you both.

Sally Schmidt | If you haven't learned your client's preferences, you are basically saying you don't care what's important to them.

Jay Harrington | Initiating client conversations positions you as a trusted advisor who is the “first phone call” when new legal needs arise.

Sally Schmidt | The next time someone asks you what you do, think about the answer from their perspective.

Sally Schmidt | The best coaches put their players in a position to succeed; do the same thing for your business development.

Sally Schmidt | If you experience service-related problems, here are some tips for dealing with clients.

Whatever technology or platform you use, building authentic relationships requires intentionality, curiosity and vulnerability.

Sally Schmidt | What makes you different? Things you can do to help clients tell you apart from other lawyers.