Are You Reading These Posts?

Life’s short. You’re busy. I sort through countless law marketing and business development blogs every day to find the post that will help you market your practice, plan for the future, stay ahead of trends, increase your value to clients, and more. So you don’t have to. Are you reading these posts?

Tell Any Good Stories Lately?

Stories, not product features and functionality, are the key to success in sales, writes George Deeb in Sales 101: Sell Stories, Not Products. Getting bogged down in the minutia of what a product does is a common rookie mistake:... clients don't really care about you...

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Laweyers: Change Your Culture To Survive The Future

It's clear that law firms, writes Patrick Lamb in The Law Firm of the Future, must adapt their business model if they are to survive in the face of evolving client demands. More importantly, though, they must change their culture: The hardest part of this evolutionary...

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7 Steps to a Better Business Development You

Change is hard, writes Rich Bracken in "The Sustainable 2018 Resolution for Lawyers: Better Business Development," but sustaining change is even harder. And when it comes to business development, it's easy to lose track of the finish line:Business development is an...

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Trust Is The Key to Getting Paid What You Deserve

You'll never get paid what you think ought to receive, writes Seth Godin in "Getting paid what you deserve," only what others think you're worth:...people don't make buying decisions based on what's good for you--they act based on what they see, need and believe.He's...

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Delivering Value is Smart Marketing

If you're not adding value to your relationships, writes Eric Fletcher in If Your BizDev Plan Doesn’t Specify Targets, Don’t Expect Great ROI, you're not doing it right:"Delivering real value to your network is the most eloquent marketing message there is, creating...

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Three Business Development Lessons from UPS

Corporate Counsel recently talked to the General Counsel of UPS to find out how the company hires lawyers (UPS GC: Firms Come to Pitches Surprisingly Ill-Prepared). Their findings offer three valuable lessons in client acquisition and development:Clients Are Changing...

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Win Friends and Influence People: Join a Trade Group

Membership does have its privileges, writes Thom Singer in The ABCs of Sales - J is for Join. That’s why joining a trade association, chamber of commerce, or other industry club is a smart idea:“While it might sound cliché, it is true that people do business with...

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Grow Your Practice By Helping Your Contacts

Your success comes from your relationships, writes Betsy Munnell in 25 Easy Ways to Help Your Network…and Grow your Law Practice. And if you’re not focusing on the wants and the needs and the goals and the objectives of the people you know, it's time to start:“So if...

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Clear Writing Is Clearly Better

Good writing matters, writes Patrick Lamb in Clear writing makes a difference. The easier your written work is to read, the better people are going to understand it. And the better they understand it, the more they’ll be convinced:“Using 50 readability measures, the...

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Is Success Without Strategy Possible? No.

Having a strategy, a real, honest-to-goodness plan of action, is your competitive advantage, writes Samantha Graveney in Success Doesn’t Just Happen. It’s Planned For. All of your competitors are doing it (to varying degrees of success), and all of your clients – in...

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Stop Networking. Start Connecting

Maybe we’ve been going about this all wrong, writes Eric Dewey in 7 Reasons Networking is Dead ... or should be. Maybe we shouldn’t be focused on networking, but rather on connecting:“Networking is very [What’s In It For Me?]. If you've ever been on the receiving end...

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The Road To A Successful Pitch Is Lined With … Practice

If practice doesn’t make perfect, it certainly makes your pitch focused, efficient, and memorable. More importantly, writes Andrew Murray-Brown in Nailing the Fundamentals: The Value of Rehearsing, practicing before a client meeting can mean the difference between...

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Write For Your Reader, Not For Yourself

Sophisticated buyers of products and services can generally determine whether to read an article – whether or not it will provide them value – before they invest their time (and possibly money). So why do so many of those smart buyers become irrational sellers when...

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