Play to Win


Play to Win

Follow Up to Increase Your Chances of Getting Business

By | May.23.18 | No Comments

You undoubtedly have heard how important follow-up is to marketing and business development. Clients and referral sources are most likely to refer business to people they have heard from or seen in the prior three …Continue reading »


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Business Development Skills That Don’t Take Talent

By | Apr.30.18 | No Comments

Those who know me know I love sports. So, it should come as no surprise that I follow sports-related teams, figures and organizations on social media. About twice a year, I run across a list …Continue reading »


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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 »


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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 »


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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 »


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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 »


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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 »


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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 »


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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 »