Author Archive


Play to Win

Riding a Wave of Business

By | Mar.19.18 | No Comments

When discussing business development, we often talk in terms of strategies — identifying top prospects, building niche practices or targeting selected referral sources, for example. But every now and then, I am reminded there are …Continue reading »


PLAY TO WIN

Make the Most of Business Development Meetings

By | Feb.14.18 | No Comments

Over the years, I’ve conducted thousands of client interviews to gather feedback on outside counsel. The discussion frequently turns to how a firm first started representing the client, leading to stories about what lawyers do …Continue reading »


Play to Win

Be the Hub, Not the Wheel

By | Jan.18.18 | No Comments

The best rainmakers are often great networkers. That doesn’t mean they are necessarily good schmoozers or enjoy working a room; in fact, many do not. It does mean they know and connect a lot of …Continue reading »


Play to Win

How to Work the Room at Networking Events

By | Dec.20.17 | No Comments

After years of working with lawyers, I have concluded that the No. 1 most-despised marketing activity is attending a networking event. The list of things I’ve been told that lawyers would rather do than work …Continue reading »


Play to Win

Writing Your Annual Business Development Plan

By | Nov.21.17 | No Comments

This is the time of year when many law firms require their lawyers to develop a personal marketing or business development plan. Even if it is not required, most lawyers start thinking about their goals …Continue reading »


Play to Win

Checklist for Staffing Your Law Firm’s Trade Show Booth

By | Oct.25.17 | No Comments

Not so long ago, suggesting that lawyers would stand behind a table at a trade show would have been deemed heretical. Times have changed. Recently, I’ve heard a number of people discuss their firms’ participation …Continue reading »


Play to Win

Seven Ways You May Be Sabotaging Your Business Development Efforts

By | Sep.27.17 | No Comments

In initial meetings with lawyers, I like to have them tell me what they’ve done in marketing and business development — what has worked and what hasn’t and what they are trying to accomplish. I’ll …Continue reading »


Play to Win

Keep Your Law Practice Ahead of the Curve

By | Aug.30.17 | No Comments

Having worked with lawyers for decades now, I have seen many practices ebb and flow. Bond lawyers who were too busy to look up from their desks suddenly had no work. Bankruptcy lawyers who had …Continue reading »


play to win

Understanding the Client’s Decision

By | Jul.19.17 | No Comments

I’ve always liked the saying “If the only tool you have is a hammer, you tend to see every problem as a nail.” I think lawyers often make this mistake when approaching business development opportunities. …Continue reading »


Play to Win

Dealing With an Upset Client

By | Jun.22.17 | No Comments

It’s almost a certainty that, at some point, every lawyer will have an unhappy client. In his seminal research on loyalty, business strategist Frederick Reichheld concluded that simply satisfying clients is not enough to retain them. …Continue reading »