“Success” means nothing if it comes at the expense of your life. Define what it is you want in your life both personally and professionally. Dream as though there were no obstacles. And redefine success for yourself. Your dreams may seem impossible at the moment, but ask yourself… why not? I’m sure you will come … Continue Reading
A book of business gives you power, clout and… a seat at the table. If you want to be a partner in any law firm, big or small, you must have a book of business. It’s as simple as that! I recently read an article from Altman Weil by James Cotterman… Who Should Be Partner … Continue Reading
At the end of April, I was on a panel at the ABA Annual Litigation Conference in Chicago with Laurel Bellows (the ABA President), Sofia Lingos, Damian Thomas, Paul Lehner and practice management expert Ann Guinn. We spoke to solo and small firm lawyers on the subject of creating a successful practice. I encouraged the … Continue Reading
Do you have a strategic plan, a business development plan or a marketing plan? Do you have a budget to make things happen? Is it the partner that speaks loud enough that gets an initiative started? Does your strategy move with the politics of the day? Is it written down or a repeated conversation that … Continue Reading
When we think of the strengths of lawyers it’s generally: achiever, perfectionist, communicator, competitive, strategist and the list goes on. What these strengths have in common is… failure is not an option! But, how do you define failure? In the article in Harvard Business Review By Peter Simms… The No.1 Enemy of Creativity: Fear of … Continue Reading
Happy New Year! Let’s start 2013 with intent! It’s common practice when you are trying to motivate people around a new initiative or big purpose to give it a theme. It solidifies the vision and gives focus to the action plan. So, let’s take this thinking to a personal level. Today is the beginning of 2013 … Continue Reading
Consider not setting goals? Heresy! Why would Peter Bregman, contributor to the Harvard Business Review write such a thing? He’s the master of getting things done, focusing, prioritizing, etc. Remember that he’s the author of 18 Minute: Find Focus, Master Distraction, and Get the Right Things Done. This shatters what we’ve been taught since grade school. Why? … Continue Reading
Are you developing business by optimism and serendipity? Be honest. If that is how you have done it in the past, declare that 2013 is the year it will change! But, change to what? That is the question. In order for it to be driven by more than optimism and serendipity you must think about … Continue Reading
I believe the key to success in business development is to do something every single day… create a habit. As some of you may know, I wrote a book on the subject, The Little Black Book: A Lawyer’s Guide To Creating A Marketing Habit In 21 Days. When you plant seeds day after day… day … Continue Reading
Success. How do you define it? Some lawyers just want to make a nice living. Some want celebrity status. Others want to make incredible amounts of money. And yes others are driven to make a difference in this world. Those that achieve success do so because they have defined it for themselves. And their definition … Continue Reading
We all know that lawyers can argue either side of an issue. And be damn right in doing so. When it comes to marketing and business development sometimes it’s better to just face the facts. Often times the only criteria that is being used for an initiative is… "Other lawyers and law firms do it." … Continue Reading
Goal setting is the single most important skill to successful achievement of ANYTHING! How could you possibly achieve something if you don’t know what IT is or HOW you might get there? Well… you can’t. The master of setting goals and achieving what you want in life is Zig Ziglar. It is a very old … Continue Reading
"Tell me, what is it you plan to do with your one wild and precious life?" – Mary Oliver Business Development. Yes… Tell me! Or… Tell someone. Someone who will hold you accountable. Someone who knows you will find excuses, and won’t let you use them. Someone who will push you beyond your comfort zone, and … Continue Reading
I was at a conference in San Francisco on Social Media for Lawyers last month. Someone in the back of the room asked the panel members… “What is the ROI on social media?” Dan Goldman, General Counsel for Mayo Clinic gave a brilliant answer. “Let me ask you a question… What’s the ROI on your … Continue Reading
Do you and your firm have a succession plan? Or maybe this sounds familiar: "I’ve been meaning to think about it, but it always gets pushed to the side by the everyday demands of the practice." I met a partner from a small firm that said nearly everyone in the firm was approaching retirement in the … Continue Reading
Yesterday was Independence Day… It marks the middle of the year. We have six months behind us and six months ahead of us… a bit of a track record and the time needed to make adjustments. Have you accomplished half of what you intended for 2012? Are you on track and it’s just a matter … Continue Reading
I was talking with a client today about an article opportunity and on the surface it sounded very attractive. This publication’s target market is a good one, the magazine has published my client’s work before, so she already has some exposure to their readers and she can easily figure out a strategy for the article. Sounds very doable… … Continue Reading
Plan for the inevitable… what are you going to do when you hit a wall? No matter what your business development efforts entail, you will hit a wall. Everyone does. Me included. Over the years I have found my little tricks that get me back on track. When I’m stressed I crank up the music! I love … Continue Reading
Are there areas in which you could use a little boost in expertise? Now is the time to take inventory and an honest look at your skills. If there is knowledge that could make you more competitive OR skills that could make you more effective… then get the training. Here are a few ideas… 1. … Continue Reading
Where are you going to place your focus in 2012? What could you accomplish if you focused… focused… focused! Here are 5 initiatives… imagine how they could impact your practice. 1. Meet with a Raving Fan, one per month… these are people who know you, trust you and want to see you succeed. Ask them … Continue Reading
In today’s competitive legal environment I think many lawyers are looking at a client and the legal matter they bring to the firm in the here and now. "How many hours can I bill on this matter and I’ll think about tomorrow… tomorrow." That is a very short-sided position to take. Conventional wisdom in marketing … Continue Reading
Uncertainty… is a lawyer’s enemy. You are trained to find the certainty… that is what makes you good lawyers. But, it is also what makes you lousy business development planners! Planning requires that you: make educated guesses, leaps of faith, look into a crystal ball and just plan DREAM! I know that isn’t a typical … Continue Reading
If you haven’t figured it out by now… my focus the past few posts is, planning for 2012. Yes, I want you to focus… focus… focus! And I’m not about to let up anytime soon! Why? Because I believe PLANNING is critical to business development success. (Actually, any success… no matter what the endeavor.) Today, … Continue Reading
Peter Bregman writes for the Harvard Business Review and he never fails to make me THINK! He wrote about strategic plans and resolutions in his article "What’s Your One Big Theme?" If you are an over achiever like me you have a long list of things to be accomplished… and that means if "my cup … Continue Reading
