Preamble Though it can be dangerous to use absolutes, I’m comfortable asserting that everyone who uses a computer regularly in the course of their work spends a significant amount of time searching longer than they’d like to for information they need. Whether, it’s a document, an email, an image, or …Read More
The second most common reason attorneys cite for not engaging in systematic business-building activity is everyone’s favorite catch-all excuse, lack of time. But here’s the simple truth: it’s not that you lack time for business development – it’s that you choose not to do it, and instead choose to do …Read More
Your Attitude Toward Marketing The most common objection to marketing cited by attorneys is that it feels like a form of selling, and that selling, if not unethical, is at the very least unprofessional. Unfortunately, it’s easy to use the negative associations evoked by thoughts of “chasing work” and “going …Read More
From Theory to Practice You’ll no doubt want more detail about the strategies and skills outlined in Part 1, and there are several excellent resources available. Two of the best with which to start are The Trusted Advisor by Maister, Green and Galford, and the online article collections of Altman …Read More
Marketplace Expectations (Part 1) Hardly a day goes by that you’re not aware of it on some level. You read about it in professional journals and newsletters. You detect its influence in conversations with clients and prospective clients. And though you may not be sure of its exact impact on …Read More
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