What greeting do your clients receive when they contact your office? Do clients feel that they’re welcome? Or are they left with the impression that they’re interrupting something more important?
How your staff handles client contact (or how you handle it, if your practice doesn’t include staff members) will have a significant, though probably unspoken, impact [...]
What happens to your business development activity when you get busy? If you’re like many others, you may find that it slips. I’ve had more than a handful of clients who hire me to ramp up their rainmaking, and they succeed — right to the point that they’re so busy they pause and start backsliding.
We’ve [...]
You’ve put in your dues. You’ve worked hard to become the accomplished lawyer you are now, and you have all manner of credentials that demonstrate your expertise. You’ve worked with a variety of organizations and individuals, you’ve written articles and book chapters, and you may even have served a turn teaching.
How can you leverage all [...]
It’s the time of year for holiday specials, and last night’s offering was Santa Claus Is Comin’ to Town. And while I enjoyed the story and the theme, I was dumbfounded when I realized that there’s a bit of a link between Santa and client development! If you remember the lyrics to the song, you’ll [...]
I recently spoke with a lawyer who had tried a variety of business development activities, all to no avail. She’d written articles, she’d taught seminars, she’d advertised, she’d attended some networking events, she’d posted her profile on various social networking sites, and so on. But after all of that, she didn’t have any results to [...]
It is, perhaps, a bit of a cliché to focus on gratitude during the United States Thanksgiving week. Nonetheless, the theme is so important to business development that, cliché or no, that’s the focus for this week’s Weekly Rainmaker Activity.
I’ll begin today’s lesson with a story. After I’d been in practice for several years, I [...]
Join the Lawyers’ Business Development Boot Camp
On last week’s call Business Development Made Simple, I introduced the Lawyers’ Business Development Boot Camp, a 7-week program that’s designed to harness the opportunities that come at the end of 2009 to propel you into your best year in practice yet.
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The Boot Camp includes several components:
 Four 90-minute teleconferences [...]
Last week I was in Greenfield, CT, attending my business mastermind meeting. Once a quarter, I meet with 12-16 other entrepreneurs and business owners working in a variety of fields, and we spend time working on our businesses. These meetings have helped me to look beyond the day-to-day work and have prompted the development of [...]
Please join me on Wednesday, November 11 at 12:30 PM ET for a complimentary teleclass, “Business Development Made Simple.”
Do you have all the business you want? During “Business Development Made Simple” I’ll share my rainmaking system, including:
How to make the most of your networking (with action items you can implement during the upcoming holiday season)… [...]
Last week’s discussion of personal vs. impersonal holiday cards ruffled some feathers. I heard from more than a few people that it takes too long to write a personal note and sign personally.  I don’t agree, if only because it seems to me that clients, referral sources, and potential clients merit at least a few seconds’ [...]
April 21, 2011 
