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
How to Use Downtime to Build a More Consistent Marketing Presence
There are always stretches during the year when things slow down a bit. Your clients are away, deals pause or your calendar just isn’t as full as it usually is.
Why Lawyers Should Nominate Their Clients and Prospects for Industry Awards
When people think about industry awards, the focus is usually on whether the firm or the individual lawyer is being recognized.
What tends to get overlooked is how effective awards
How Having a Strong Presence Helps Lawyers Lead in Their Markets
Law firms work in a market where clients have no shortage of options. Many firms talk about themselves in similar ways and many lawyers have backgrounds that look alike. Nearly
How to Turn Conference Connections into Real Opportunities
Conferences can be a blur of name tags, quick handshakes and packed agendas. You meet interesting people, hear a few great ideas and promise to stay in touch. For a
How to Build and Sustain a Litigation Pipeline
Litigation work ebbs and flows. Some stretches move quickly while others slow down enough to give you space to think about what’s next. Those quieter moments can be valuable if
Turning Panel Slots Into Strategic Business Development Opportunities
Panels often get overlooked when people think about business development. They’re usually treated as something you have to do to fill an agenda — round up a few names, give