3 Reasons Law Firm Strategy is BS & Why it Matters
/
Most lawyers think that “excellence” is a strategy. It is not. Discover how a real strategy can help you create a more successful and satisfying practice.
Read More
How to be Direct AND Improve Relationships
/
Direct communication can seem scary and even potentially counterproductive. Here are some tips for getting what you want from your staff or colleagues.
Read MoreUsing Support Structures to Make Your Work Easier
/
Business development, management and leadership aren’t difficult because of the actual mechanics involved. Sure, there are a lot of variables and no clear answers; but just because there is a learning curve doesn't necessarily make something hard. Consider the possibility that if you are relating to a project or endeavor as “hard” or “stressful” it just means you don’t have adequate support structures. Business development may seem difficult, but if you had a buddy checking in with you every day to compare accomplishments, AND a monthly mastermind group to share ideas, AND a staff person handing administrative tasks, AND a mentor to give advice and make introductions, AND friends to commiserate with when things don’t go as planned, AND a coach to help you to communicate more persuasively… it would seem a lot more manageable, maybe even fun or easy. There has been a lot of research on the impact of social support on the body’s ability to deal with stress.
Read MoreDragons, Fire & Miracles
/
Context is everything. The attitude and underlying beliefs with which we approach projects or circumstances determine the outcome far more than any specific words we say or actions we take. When we put on green glasses, the world looks green. Red glasses turn it red. Whether you succeed in your business development efforts (or any other goals you may have) will depend largely on the lens through which you are viewing the situation. Consider this example. The other day, I was talking with a client about her business development plan, and she was terribly uninspired. Sometimes, we can focus on the activities that inspire us, but sometimes we just need to buckle down and take the actions that we would normally avoid like the plague. In this particular case,
Read MoreFive Tips for Advanced Conference Networking
/
Networking is an art and, like all arts, there are many styles and degrees of proficiency. This week I am offering some advanced tips on how to leverage your attendance at conferences and similar events. Everyone knows that speaking at conferences provides exposure and credibility. However, most lawyers neglect other salient opportunities for connecting with potential clients, referral sources, and new partners. Next time, try some of these:
Read MoreTurkish Riot, Humor & Business Development
/
Turkish Riot is an online video game in which the goal is to send as many tweets as possible before the police beat you up. It was created last summer, presumably as a lark, to mock the role of police violence in the Gezi political protests in Turkey. I’m not usually a fan of video games, but as someone living in the middle of Istanbul at the time, I thought it was hysterically funny. I’ve never made it past 17 tweets. Maybe you will do better. You can try it here:
Tear gas, water cannons, rubber bullets and political intimidation take their toll on everyone, but the Gezi protesters did an amazing job of using humor to stay energized and motivated.
Read MoreHe Who Talks First Loses
/
Some people make a point of being quirky and memorable at networking events. What do you do? “I guide people through the jungle.” What do you do? “I peel onions.” This approach certainly has its merits. People are more interested in what you have to say if you are fun and entertaining. Plus, using analogies to explain abstract concepts may help them to understand what you do better. Yet, even the most brilliant elevator pitches fall on deaf ears 99% of the time. Why? If you make your pitch too broad, the other person will probably already know several people with the same specialty. On the other hand, if you make it very specific, most people will think they have no need for your expertise. The best advice I have ever heard about networking came from
Read MoreThe 20/200 Rule: A Rule To Increase Productivity
/
Are your perfectionistic tendencies leaving you exhausted and overwhelmed? Here is a simple solution to help you manage your valuable time.
Read MoreLearn How to Focus Better: Lessons from Michael Phelps
/
You may have heard that, as a child, Michael Phelps had attention deficit disorder, but was able to stay off of medication by swimming for hours every morning before school. At first, this may seem like a random bit of trivia or perhaps a recipe for helping children with ADD; but, it also points to a larger principle that applies to business development. By helping us to become more focused, balanced and calm, and by improving brain function, exercise enables us to be more present with others – listen better, adapt and respond to others’ ideas and concerns – all of which are essential for developing new clients, not to mention maintaining good relationships with existing clients.
Read MoreThe Human Side of Business Development
/
With the recent wackiness of the economy, it is easy to get caught up in the drama and accept prevailing ideas about what is and is not possible. But when you get clear about where you stand and what you do have control over, you are in a much better position to take advantage of business development opportunities. I invite you to focus on the following: Do What You Do Best.
Read MoreHow to Design a Powerful Project
/Whether you are trying to find new clients, increase profitability, or finally start going to the gym one simple way to help yourself achieve the intention quickly is to write out a project plan. The following are ten steps to create an effective plan.
- Set a specific and measurable goal, with a clear time frame. – Many of us aspire to get more of of the "right" type of clients, which is vague and, therefore, less powerful than a specific target like “sign a retainer agreement with one new clients who meets XYZ criteria by January 31”...
Book Recommendation: Get Clients Now!
/Get Clients Now! A 28-Day Marketing Program for Professionals and Consultantsby C.J. Hayden
If you are interested in expanding your client base, but are not sure what to do next, check out this book. It provides tools for evaluating your existing business development strategies, identifying areas of weakness, and designing a 28-day action plan to target those areas. The book walks you through the process of selecting ten specific daily or weekly actions and provides a useful structure for tracking your progress. This approach to marketing works by focusing on a set of simple and effective strategies done consistently over a period of time. This book can be used on its own or in conjunction with a coaching/accountability structure.
Ode to Persistence
/You may just need more time for the results of your efforts to start manifesting. So, when is persistence worth it and when should you just go home and eat ice cream? You first need to identify whether you are experiencing temporary setbacks or if there is a fatal flaw in your goal.
Read More