How to choose a business development coach and step up your game

How to choose a business development coach and step up your game

As a lawyer, you might think you have all the skills and resources you need in order to be successful. But that is rarely the case for developing new business. Even a lawyer with a respectable book of business can benefit from business development training or coaching. So when an email query from a business development coach came over […]

Breakthrough Secret Exposed: Use these five steps to increase blog ROI

Breakthrough Secret Exposed: Use these five steps to increase blog ROI

While teaching at Purdue University in the 1930s, professor Alan H. Monroe developed a handy way to organize sales presentations. It was so handy that the approach was eventually coined “The Monroe Motivated Sequence.” Widely used over the years, his sequence provides a proven outline for action and intent—one that any blogger, but especially law […]

Discovering Client Service

Discovering Client Service

Why do law firms struggle with client satisfaction? Perhaps it is because often times the work a lawyer does has such terribly high stakes—results can make or break businesses, personal lives, or financial well-being—and thus make or break client satisfaction? Or, it probably doesn’t help much that the profession’s reputation precedes them—as a whole they […]

Social media is NOT getting any easier | CRACKING THE CODE

Discouraged by limited success at gathering a critical mass-following on their blog, Twitter accounts, and Facebook page—which featured company announcements, pics of employees at community events, and customer recommendations—Fictitious Building Company decided it was time to shift the social media gears. The business development team sat down one morning over coffee and bagels, unanimously deciding […]

Whatever the plan was before the recession, the rules have changed for law firms and wineries…huh?.

Whatever the plan was before the recession, the rules have changed for law firms and wineries…huh?.

Law firms and wineries have little in common. Well, except that many attorneys I know take pleasure in a glass of fine wine from time to time. Some even keep an amazing cellar. I know one lawyer that actually purchased a winery in Spain! But in business terms, their models are fundamentally disparate—law firms bill […]

“Content is where the real money will be made” ~ Bill Gates (1996)

“Content is where I expect much of the real money will be made on the Internet, just as it was in broadcasting.” ~BILL GATES, January 3, 1996. In 2013, “content” finally appears to be THE hot tool in the marketer’s toolbox, indeed. According to a Marketing Profs’ 2013 study, “B2C Content Marketing: 2013 Benchmarks, Budgets, […]

Understanding marketing, business development and client development | Circus Style…

What’s the difference between marketing, business development and client development? Unlike most consumer products, selling services such as law, accounting, real estate, insurance, and consulting involve higher involvement and a longer process, especially for highly regulated professions like law and medicine. Knowing the difference between the tasks involved can help. There are three basic disciplines […]

Social Seating | A ticket to business opportunities

Social Seating | A ticket to business opportunities

Looking for a more productive airline seat—not a quiet one where you can work, read, nap, or catch up on email, but one that puts you face-to-face with the CEO of your law firm’s most coveted prospect? Welcome to Social Seating.  Some ideas are just meant to be born. Imagine your dream prospect has just […]

Pep talk: throwing and catching in the major leagues…

It is not a coincidence that the best ball players are the ones with the best throwing and catching skills. Good defense revolves around a team’s ability to throw accurately and catch the baseball. Watch any high school level team or below warm up in the outfield and you’ll see players using poor throwing mechanics […]

Upgrading Your LinkedIn Account

Upgrading Your LinkedIn Account

The LinkedIn Dream In 2007 when I joined LinkedIn, I was hopeful, even optimistic, that an online networking site could provide an alternative to the endless round of rubber chicken networking events. I wanted so badly for it to become an essential, virtual venue where like minded people could meet and greet, exchange ideas, and […]

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