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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 the prospect. This is a legitimate concern. However, you ...
Mike O'Horo - July 23, 2018 In an issue of Strategy+Business, management guru Tom Peters suggests a number of books he considers valuable to read. In the interview, he quotes a respected business leader friend who argues that the No. 1 problem with big company CEOs is ...
Mike O'Horo - June 25, 2018
In the legal industry, knowledge is power. In its traditional sense, that phrase may conjure notions of a zero-sum game: I win, you lose. In recent years, however, the business world has begun recognizing a new key to success: emotional ...
Rich Bracken - May 31, 2018
Business development needn’t be complicated, difficult or distressing. However, for many lawyers, it’s all of that. Most of that can be eliminated by a single shift in perspective. It comes down to this: You need a specific market focus to ...
Mike O'Horo - May 3, 2018
I’ve noticed that the best rainmakers usually have really good legal administrative assistants (LAAs), and these lawyers are generally very good at engaging their LAAs in activities to nurture existing client relationships and even develop new ones.
Sally J. Schmidt - October 26, 2016
Business development trainer Mike O’Horo is rarely at a loss for words. His new column for Attorney at Work is dedicated to helping you find just the right business development words to use, too. Last month in "Well Said," he ...
Mike O'Horo - July 1, 2015 As we enter the heart of summer, pleasant weather ramps up the frequency of cookouts and other casual events. We find ourselves spending less time with business contacts and more with family, neighbors and friends. Often that includes people ...
Mike O'Horo - July 18, 2014
Ready to ratchet up your marketing? Perhaps business is slower than you'd like, or you just don’t like the direction your practice is taking—too much repetition, not enough challenge? Maybe it's time to refocus your practice. Or maybe you need ...
Merrilyn Astin Tarlton - January 11, 2013Everyone knows that business development should be part of every day’s to-do list. Still, it’s the rare lawyer who hasn’t at least once experienced the sudden sinking feeling that comes when you’ve just finished your last client work and don’t ...
The Editors - November 15, 2012Networking. You know you have to do it, but does the thought of engaging in endless awkward conversations at cocktail parties leave you cold? Does another round of seemingly irrelevant meetings of trade or civic or association groups make you ...
Roberta Montafia - April 12, 2012
