A lot of professionals prepare for client and prospect meetings by thinking primarily about what they’re going to say. They review their experience, recent matters, capabilities and credentials and prepare
How Busy Professionals Can Make LinkedIn a Regular Part of Their Business Development Efforts
Most professionals I talk to know they could be getting more from LinkedIn. They want to post more consistently, build a stronger network, stay in touch with clients and referral
What the Farnborough Air Show Reminded Me About Business Development
I recently spent several days at the Farnborough International Air Show in the UK, one of the largest gatherings for the global aerospace and defense industry. Thousands of people from
How Successful Business Developers Win More Clients: The Psychology Behind Business Development
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