Columnist

Mike O’Horo is a serial innovator in lawyer training. For 25 years, Mike has been known by lawyers as "The Coach." He trained more than 7,000 of them, simplifying powerful sales processes by which they generated $1.5 billion in new business. His Dezurve program reduces firms’ business development training investment risks by identifying which lawyers are serious about learning BD. Earlier he developed RainmakerVT, an interactive virtual BD training tool, and ResultsPath, an integrated sales training program. Follow Mike on Twitter @salescoach.

Well Said!

Magic Business Development Pill for Lawyers

By | Sep.19.17 | No Comments

A number of years ago, a good friend shared what he considers the "magic business development pill." It's simple. There are only two ingredients: 1) Make your conversation all about the client (or potential client) and …Continue reading »


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Your Client’s Billing Problem May Be a ‘Fit’ Problem

By | Jun.28.17 | No Comments

Much has been written about clients’ reactions to escalating legal costs, but what are the implications of a client challenging individual billing entries? It may not be about billing at all, but about how well …Continue reading »


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Five Ways to Network a Barbecue and Not Get Burned

By | May.25.17 | 1 Comment

As the school year ends and summer approaches, social schedules ramp up with graduation parties, barbecues, golf outings, baseball games and the like. At least some of these will be hosted by your firm, clients …Continue reading »


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Stone Soup: A Client Development Metaphor

By | Apr.19.17 | 1 Comment

There is an old folk story that makes a fine metaphor for client development. In the tale, hungry strangers (read: the law firm client team) facilitate the people of a town (the team's clients) giving …Continue reading »


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Do You Deserve Business Development Training?

By | Mar.21.17 | No Comments

Having your own clients and business has long been characterized as “critical” for lawyers in firms of any size. Now, it’s considered a matter of survival. The days of paternalistic law firms maintaining client-less lawyers …Continue reading »


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Converting Post-Speech Inquiries: The Follow-Up Email and Phone Call

By | Feb.21.17 | No Comments

How do you manage a post-speech chat with someone who chooses to tell you how the problem you spoke about affects their company, and convert it into a solid opportunity? Last month in "Convert Post-Speech Inquires into …Continue reading »


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Convert Post-Speech Inquiries into Real Demand

By | Jan.25.17 | No Comments

Congratulations. Your speech to the International Biometrics Association was a hit. A line of people are waiting to congratulate you and pay compliments. Many are simply being kind and expressing appreciation. However, at least some …Continue reading »


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Strategic December Business Development vs. Mere “Holiday Marketing”

By | Dec.08.16 | No Comments

About this time each year, law industry publications are rife with advice about “holiday marketing.” The advice tends to be about gift-giving protocols and using social events to network and create relationships. However, today’s legal environment …Continue reading »


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A Baker’s Dozen ‘Seller’s Market’ Myths

By | Nov.07.16 | No Comments

Many refer to the 2008 economic meltdown as the "Great Reset." For law firm business development, it’s healthy to embrace that as a literal expression. The law business was reset from a seller’s market, characterized …Continue reading »


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How to Introduce Yourself

By | Sep.22.16 | No Comments

Following a recent post about networking, a reader asked, “What’s the best way to introduce yourself at a networking event?” What follows is for business contexts. For social etiquette, I’ll defer to Emily Post (or …Continue reading »