Have you ever noticed how politicians manage to turn any question they're asked as a platform to say what they really want to say? Politicians are focused. Lawyers trying to develop business can apply their own version of this technique. Consider this the next time you invest your time in a networking event.
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Most lawyers are comfortable in a neatly labeled box known as a "Practice Group." Such labeling is typically the first step into the world of Silo Selling. This may provide some context and perhaps even comfort for you. However, most businesspersons think in terms of business challenges or opportunities. These perspectives are not lawyer-centric. Here's how to be more client-centric.