What is the canary in the client relationship coal mine? Here's how to recognize that you're in trouble, and it may be too late.
Business entertaining has become a nice-to-do. What's far more important is you being seen as relevant to their business.
How to create relationships with business management without alienating inhouse counsel? Earn them by contributing relevant thinking.
Merely being "on LinkedIn" won't drive business development for lawyers. Here are 10 things that limit your success on LinkedIn.
Which comes first, the demand (chicken) or the supply (egg)? Which should lawyers focus on first, attracting clients or developing expertise?
Lawyers: To eliminate self-created cross-selling barriers, learn your "Door-Opener," i.e., the business problem that makes you relevant to prospects.
How does a young lawyer bring in clients? The key is relevance, which leads to thought leadership.
Like a death row inmate whose appeals are exhausted, lawyers without clients are on a path whose destination is known. Here's how to avoid it.
Own a narrow, precise niche, within which you differentiate yourself via a specific business problem that is relevant to your market.
Demand for legal services is on the decline, while there is a vast oversupply of lawyers in the U.S. Forward-thinking lawyers understand that this is great news for the next generation of business developers.
Lawyers need to escape two artificial constraints: geography; and the narrow economic and intellectual confines of the Law Department.
A guild mentality permeates law firms, where practice groups have their own area of expertise. Each looks to be world-class at what it does and has a plausible internal rationale for asserting its primacy. This mentality creates incoherence within the firm.
There's no market for sales pitches. Nobody wants to hear about your firm or you. They want you to be relevant to their world, and contribute to the discussion about it.
Make sure you're selling to those with the greatest stake in the business problem you solve. That's usually not the CEO.