Business Developers: Luck Is Not a Good Strategy

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...

For Lawyers, Time Isn’t Money: Relationships Are

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...

Successful Networking Hinges on Follow-Up

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...

Is the Lack of Cross-Selling at Your Firm Your Fault?

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...

The Golden Rule of Lawyering: Do Unto Clients…

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...