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Follow-up

Rudderless Ships

Law firm leaders, unless you remain visible and continually make it clear that sales is important enough for you to check on all the time, your sales programs will remain rudderless, compromising your firms’ results and your lawyers’ development.

BizDev amateurs vs. professionals

Many lawyers are uncomfortable with the idea of selling because their perceptions of salespeople are colored by lifelong exposure to the undesirable behaviors and attitudes of amateurs they encounter as consumers of various products and services. Here are four key differences between the amateur salesperson and the professional.

“Pocket Lint”

Every three months you go through your paper and electronic "pockets." You'll find notes, phone numbers, etc. Ask yourself, "If this was the most important thing in the world right now, what would I be doing about it?" This question forces you to assign an action verb to the item, which is how you'll get something done.