by Lance Godard | Sep 19, 2016 | Advice
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...
by Lance Godard | Sep 16, 2016 | Advice
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...
by Lance Godard | Sep 13, 2016 | Advice
Wondering if it’s a good time to visit your client? Just ask them. Don’t get hung up on whether or not they’ll be bothered by the question because they might be busy, writes Nat Slavin in The Right Time to Visit a Client: “That is the bad kind of thinking that...
by Lance Godard | Sep 12, 2016 | Advice
Client interviews don’t need to be complicated, writes Linda Hazelton in What to Ask in Your Client Interviews. But the trick is to get them talking: “For some clients, the only question you may need to ask is: “How could our service to you improve?” […] For others,...
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 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...
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