by Lance Godard | Sep 9, 2016 | Advice
The client is king, writes Shirley Anne Fortina in Business Development: Strategic Client Relationship Management, but that king can be fickle. That’s why your number one BD activity should be managing those relationships: The better you know your clients, the...
by Lance Godard | Sep 8, 2016 | Content & Communications
Adding credible legal information to your blogs and websites isn’t giving away the store, writes Susan Kostal, it’s demonstrating a true expertise in the law that you practice, it’s building trust with the people in a position to hire you, and...
by Lance Godard | Sep 7, 2016 | Advice
Lawyers often call on potential clients in groups. Not only because there’s “safety in numbers,” but because when you’re trying to put your best foot forward, sometimes you need more than two. And to keep from tripping each other up, writes...
by Lance Godard | Sep 6, 2016 | Content & Communications
With an ever-increasing number of communications channels – like email and voice mail and texts for starters – the importance of listening has never been more, well, important, writes Kevin McMurdo in From Sponge to Trampoline: Putting the “Active” in Active...
by Lance Godard | Sep 2, 2016 | Advice
Successful business developers have a habit of making themselves lucky, writes Eric Fletcher in 5 Things Rainmakers Do That Put Them In The Right Place At The Right Time, but little of their success actually stems from luck: “In fact, the epitome of strategic business...
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