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Read your way to BD success (well, part-way)

Tom Peters has persuaded me that it’s important to escape the linear thinking for which lawyers seem hard-wired, and which makes it hard for them to absorb seemingly unrelated information and synthesize fresh ideas from it. Perhaps this is what people mean by thinking outside the box. You can’t think outside the box if everything you’re exposed to is inside a single box.

Match your ideas to the times

Last week I urged you to become a generator of valuable ideas as a way to earn greater access to clients and prospects. All ideas, however, are not created equal. So, which of your great ideas are most likely welcome now?

The “Idea Drug”

Our goal should be to get our most important clients and prospects addicted to our ideas. Every day, each of us competes for the scarce professional time and attention of our internal and external clients and prospects. Here's what we know about this competition, and what we can do to win at it.