Columns

Last October, I posted advice in this space on how to extricate yourself gracefully from unwelcome conversations at networking events. Recently, a reader asked how to handle the reverse situation: when you’re the one being ditched. (I’ll ...

Don’t fall prey to the notion that people get paid to perform. The reality is that people get paid to show up and do work. How well they perform is largely related to how they feel. It’s true: Emotions play a huge role in performance. Productive ...

Recently, I interviewed the partners at a law firm as part of a marketing assessment. I asked each of them whether there is any particular industry or type of client the firm should target for business. One of the lawyers said to me, “I don’t ...

A Curmudgeon's Perspective. The Attorney at Work compilation about time management and productivity ("A Matter of Time: Time Management and Productivity Tips for Lawyers") got me thinking about how lawyers are drawn to chasing new ...

Nothing draws a smirk or an arched eyebrow in certain circles as quickly as mispronunciation of the brand name of an automobile. This faux pas is especially damning when entertaining clients in businesses related to the auto industry, but ...

Sometimes it’s the small things that make the biggest difference in life — and in business. From a customer service perspective, the little things can build loyalty more effectively than any advertising or marketing campaign. You may think ...

One of my all-time favorite quotes is from Benjamin Franklin: “By failing to prepare, you are preparing to fail.” I mention this quote every time I speak, no matter the topic. Why? Because it applies to everything we do in life. With every ...

Last month, I was asked to speak at BlogPaws, a national conference for pet bloggers. (Yes, I got to take Rosie the basset hound with me.) I was part of a panel that presented a three-hour workshop called "Legal Dos and Dont's of Blogging and ...

In Part 1 of "Purge Toxic Clients," we walked through how to identify a bad client. Today, having identified them, let's look at how to actually end the relationship. When ending a client relationship, you have three goals: 1) Politely explain ...

Question: How can I get my partner to cross-sell me to her great contacts? One of the toughest nuts to crack in a law firm is getting that important introduction to someone else's client. You know they need your expertise ...