“Let me tell you how wonderful I am!” One of the most difficult things about business development is having to promote yourself. Given the centuries-long tradition that deems it unseemly for lawyers to talk about their accomplishments, abilities and conquests, you come by this struggle with self-promotion honestly. But keeping mum about your ability to help a client is not going to end well for you if your goal is to develop new business. A useful way to overcome the problem is to focus on helping others by, say, introducing them to potential clients and making them look good. ... the truth is that helping others makes them want to help you, too.
Originally published March 20, 2017
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