Lawyer business development: Stop asking clients for new work. Ask them to offer expert comment on what you've learned about their business.
Lawyers: To eliminate self-created cross-selling barriers, learn your "Door-Opener," i.e., the business problem that makes you relevant to prospects.
Don't go looking for clients. Learn how to have them look for you.
If you’re trying to stimulate a client team to breakthrough performance and commitment, you’d better have a purpose that’s worth it.
Client teams fail to deliver on their promise for many reasons, but I put these two at the top: 1. No meaningful purpose. 2. No role clarity.
Any client team must first have committed leadership, or it will fail.
Client teams should be self-directed to align with all three human needs: Autonomy, Mastery, Part of something bigger than oneself.