Business Development

It’s difficult to attend any legal conference these days without hearing about technology and change, but it’s refreshing to discuss these topics with people who actually do the work. Recently, I moderated a panel for an ARK conference, "The New ...

Get to the Point has previously preached that specificity enhances credibility. In fact, I’m working on a cross-stitch with this aphorism to place on the office wall. Using an unsupported superlative flouts this rule.

Most professionals have a complicated relationship with public speaking — particularly if it is a good business development opportunity. On the one hand, you're pretty sure you want this gig. It could be the start of something good for your ...

A client dinner is a beautiful thing. There’s food and wine and balloons and maybe a small token of appreciation. Somebody makes a speech that mentions “paradigm shift” 31 times and everyone falls asleep. Sometime between the main course and the ...

You need to have relevant content available online so that when prospects search for information that touches on your specific area of expertise, they’ll be more likely to find you. Whether published articles, guest blog posts, webinars, ...

Hiring lateral partners and groups is a key component for success in today’s competitive law firm market. And while large firms get all the headlines for key coups, smaller firms have both more to gain and lose in recruiting talent. Winning in ...

Lawyers hate math. At least most do. It’s why they became lawyers. Which means working with data isn’t appealing to most lawyers, either. But law practices are businesses, and these days, successful businesses leverage data to thrive. Here are ...

It’s no secret that if you make it easier for people to reach you using their preferred method, you’re going to get more contacts — ones that could convert to clients. Today, this is especially true of your website. While phone calls have always ...

One of the most challenging things about new business development is keeping your focus — and perspective. Especially when your billable hours are down or your calendar is emptying, it is all too easy, as my dad used to say, to “jump on your ...

There was a time not that long ago when I counseled lawyers not to spend too much time writing and publishing articles. Back then, they were largely passive, short-lived marketing efforts. Today, however, as clients conduct their own internet ...