A few years back I worked with a partner at an AmLaw 100 firm who was in practice for about 18 years. He focused primarily on healthcare issues and wanted to work with me to kick start his business development. Fortunately for me he’s an open-minded...
In this recent post I shared three essential elements to a successful pitch meeting. They are deceptively simple and obvious on the surface...
When it comes to attorney biographies we often fall into the trap of thinking “more is more”, that an omitted detail about our practice will mean a lost client. As a result, some bios tend to read more like laundry lists of “can do’s” rather...
You've worked hard to get the meeting and you've lined up the right attorneys to accompany you to this all-important event. You want to prove you've got the right combination of experience and personality to click with the decision-makers. How will you get that done,...
Last year I wrote a post about the importance of looking beyond the superficial wins of likes, retweets and shares. No one would argue that social media can be a helpful part of an attorney's marketing plan. However, big deals - the important problems...
It isn’t the food, location, or the branded parting gifts that determines whether an event is successful. Great events for business development involve tangible outcomes. In the legal world especially, we too often pat ourselves on the back because the guests were impressed or thought...
I am lured as much as anyone by likes, follows, retweets and shares. But how much of that really matters in big deal making? Sure, no one would argue the importance of the production and publication of timely, relevant content for a target audience. As...
I like to take risks. For example, I derailed a perfectly good career as an associate attorney to become a salesperson. At my peak income I decided I was ready for a change, and became an in-house legal marketer. There’s been other moves, but you...
[vc_row][vc_column][vc_column_text]What are you doing for your highest-value clients? Are you doing a quarterly business review or offering a feedback session with a third party? Competition is tight, and you should assume that other firms are going after your top clients at all times. Besides providing...
There’s lots I wish I’d known as a young professional. Besides the obvious inexperience that comes with being a newbie, growing up in a small, working-class town did little to prepare me for my career in business or legal. While in some ways the best...
