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
The Business of Building: A Conversation with Misty Leon, Founder of Practical Counsel Advisors
One of the things I enjoy most is talking with people who are building businesses. Every founder has a story about the moment they identified a problem, saw an opportunity
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 So Many Professional Relationships Never Go Anywhere (and How to Fix That)
Most networking advice focuses on meeting new people. Attend the conference. Join the association. Go to the event. Connect on LinkedIn. Introduce yourself to someone new. Expand your network.
There’s
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
Why Some Lateral Partner Moves Thrive While Others Lose Momentum
Few moments create more visibility for a lawyer than a lateral move. The announcement gets picked up by the legal media. Clients and referral sources start paying attention. Recruiters, competitors
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 Lawyers Should Really Be Using LinkedIn for Business Development
For a long time, business development for lawyers has been tied to visible, structured moments. It happens in pitches, in meetings and in conversations that are carefully prepared and often