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...
by Lance Godard | Sep 1, 2016 | Advice
The secret of successful rainmakers, writes “The Mad Clientist” Michael Rynowecer, are successful relationships. Because selling doesn’t make clients want to work with you time and time again, to refer you to their friends and peers, to let you be more than a...
by Lance Godard | Aug 30, 2016 | Advice
Networking is not a race, writes Cari Twitchell in An Essential Networking Ingredient: Followup. Not even a marathon. It’s an exercise in building relationships, and that takes time, and it takes effort, and most of all, it takes focused and methodical...
by Lance Godard | Aug 29, 2016 | Advice
Ever wonder why there’s not more cross-selling at your law firm? The answer might be staring at you in the mirror, writes Tom Kane in Is the Lack of Cross-Selling Your Fault? “Are you to blame for the failure of your partners to cross-sell you to their...
by Lance Godard | Aug 26, 2016 | Advice
It’s not always easy to listen when your client complains about the service you provide, writes Ary Rosenbaum in Don’t Ignore Your Client’s Complaints. But it’s always necessary. Because not listening says that you don’t care, and when...
by Lance Godard | Aug 25, 2016 | Advice
Want to be a better lawyer? Walk a mile in your client’s shoes, writes Sally Schmidt – legal marketing consultant AND business owner – in Walking in Your Client’s Shoes, before listing handful of cardinal sins that she’s seen over the years. Think of them...
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