I’ve spent a lot of my career around lawyers, consultants, executives, recruiters, business development professionals and business owners whose success depends, at least in part, on their ability to build
How to Turn Unexpected Downtime Into One of Your Most Valuable Business Development Tools
I spent several hours sitting in holiday weekend traffic on my way to the Hamptons recently. Like most people, I had two choices. I could spend the drive getting frustrated
Why Every Consumer Brand Needs a LinkedIn Strategy
Many people still think of LinkedIn as a platform for recruiters, job seekers, lawyers, consultants and other B2B professionals. As a result, many consumer brands devote almost all of their
Why Law Firms Should Invest in the Visibility of Their Lawyers
One of the most common concerns I hear from law firm leaders is how to prepare the next generation of lawyers for larger roles. Sometimes the conversation centers around succession
The Business Development Side of Succession Planning That Law Firms Don’t Talk About Enough
I’ve been seeing a lot of discussion lately about succession planning in law firms and what happens as more senior partners retire. Most of the conversation focuses on who will
Why Your Next Client Is Probably Already In Your Network (And What To Do About It)
When lawyers think about business development, they often focus on what comes next. The next conference. The next prospect. The next introduction. The next opportunity.
I understand why. Bringing in
How to Turn Law Firm Events Into Long-Term Business Development Opportunities
Law firms spend a tremendous amount of money on events. They sponsor conferences, host client receptions, organize roundtables, conduct webinars and invest heavily in seminars and educational programs. Entire teams
Why So Many Lateral Partners Struggle With Business Development After Moving Firms
One statistic in a recent Passle survey really stood out to me: 100 percent of firms surveyed reported struggling to transfer the book of business from an incoming lateral partner.
How Mediators Can Use LinkedIn to Build Visibility, Relationships and More Business
A lot of mediators are underutilizing LinkedIn, even though it can be an incredibly effective tool for visibility, relationship building and business development.
Some have profiles that haven’t been updated
The Biggest Mistake People Make After Conferences and Networking Events
Lawyers and business professionals generally spend a lot of time attending events. Conferences, panels, client programs and industry gatherings fill up calendars quickly. Being in the room matters, but it’s