Viewing entries tagged
Networking

The "elevator speech"

Forget having an "elevator speech." Nobody wants to hear it. Instead, you need a Door-Opener, which explains the problem you solve for your clients. Here's why.

Cross-selling & referral trigger

Referral sources must see you as relevant to those they'd refer. Define yourself in terms of the business situations or problems that trigger demand.

Fore! Golf as business development metaphor

There’s one BD skill that everyone can learn. Whether it’s a large team, or a firm of two, the common thread is that lawyers previously considered too introverted to be rainmakers can make a valuable contribution to the overall BD effort..