Over the last couple of weeks, I’ve noticed that some lawyers are making mistakes that will undermine their efforts. These mistakes go beyond the five foundational business development efforts decsribed in The Reluctant Rainmaker that are so insidious. These are short-sighted decisions that may seem smart in the short-run but will cause great damage over [...]
Sway: The Irresistible Pull of Irrational Behavior
by Ori Brafman and Rom Brafman
Nobody likes to lose. With our self-selection to be competitive and to be risk-averse, lawyers perhaps tolerate loss even less than others. According to the Brafman brothers, authors of Sway: The Irresistible Pull of Irrational Behavior, the more meaningful a potential loss is, the [...]
April Showers Bring May Flowers
Becoming an effective networker is mission critical to growing and sustaining your practice. Business development is not typically a “quick fix” activity; you can’t expect to meet someone today and get new business from that person tomorrow. (Exceptions do, of course, exist — but don’t count on them when the survival [...]
April 21, 2010 
