In the legal profession there is no lack of critics. I was at a Bench and Bar Conference and heard comments like… “I didn’t think the conference had enough substance.” “I think there were too many breakout sessions and not enough time to network.” “I don’t want to waste my time networking, I came to get … Continue Reading
Anyone who has heard me speak knows that I believe EVERY lawyer in a firm should contribute to the business development efforts of his or her firm… in SOME way. I know not everyone is suited to “working a room” at a networking event, but perhaps you can be the prolific writer of a blog, … Continue Reading
There are over 6 million lawyers on the planet. So how are you going to stand out and get business? How will you get the kind of clients you like working with, the kind of cases you like working on and the kind of business that affords you and your family a secure lifestyle? Be … Continue Reading
Perfection is the affliction that most lawyers have. I see it as the good news and the bad news. It can make you great lawyers, but it can also stop your progress in business development. When you are building a book of business it matters more that you are REAL and you make progress, than … Continue Reading
The universe is talking to me. In my email this morning there were three messages all addressing the same concept… how are you talking to your clients. No, the headlines didn’t all come right out and say it, although one did. Cordel Parvin’s What Should You Never Say To A Client? Seth Godin’s, The Only Purpose Of Customer … Continue Reading
I work a lot with lawyers who are building a team or wanting to be part of a team. So when I read Seth Godin’s blog post I thought… “But of course!” He writes… The easiest way to get people to do what you want them to do… is to start with people who want what … 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
I believe the key to success in business development is to do something every single day… create a habit. As some of you know I wrote a book on the subject, The Little Black Book: A Lawyers Guide To Creating A Marketing Habit In 21 Days. When you plant seeds day after day… day after day, … Continue Reading
When I speak to lawyers about building credibility and visibility by writing articles, blogs and books there is always someone in the audience that will say something like… "I don’t have time for that, I think our firm should just pay someone to do Search Engine Optimization (SEO)." In my opinion that is like sending … Continue Reading
Seth Godin asks… Where does trust come from? Lawyers… listen up! Hint: it never comes from the good times and from the easy projects. We trust people because they showed up when it wasn’t convenient, because they told the truth when it was easier to lie and because they kept a promise when they could have … Continue Reading
This week I worked with a client that confessed that he was stressed to the MAX. We tried to get to the bottom of what the stress was all about. Granted he has a lot to do… isn’t that part of being a lawyer? I suspect that will never change. He is doing all the … Continue Reading
Mother’s day is next Sunday and Seth Godin recommends a TRUE JEWEL… I know because last year I discovered the very talented Sarah Kay on TED. I sent her book to my Mom, sister and nieces… it is a poignant little book. But more than that Ms Kay delivers a powerful 18 minute speech that … Continue Reading
Yes… who are you? We don’t think about this question often. The answer is the essence of your personal brand. But… most lawyers tend to think the answer is simple. You are a lawyer and your practice area is XYZ. But is that WHO you are to clients and colleagues… really? Last week Seth Godin wrote … Continue Reading
Innovation… lawyers seldom operate on the cutting edge and certainly not the bleeding edge! That’s a given. It’s likely in your DNA. Risk averse. But how long will you stay in what once was a perfect business model that is now past its prime? That is the question. Seth Godin points to the music industry… … Continue Reading
Beyond your wildest dreams… First… you have to dare to dream! Sometimes there is a fine line between pain and pleasure… dreams and nightmares. We have all had that experience of not being sure. I have worked with many clients that I have coaxed out on to thin ice to find that they were quite … Continue Reading
REASSURANCE… Seth Godin, as always, has a way of smacking us in the face with the truth that we are often reluctant to see. He wrote a post… The problem with reassurance. The taxi’s waiting, it’s honking its horn, time to go to the airport. Yes, the passport is in my pocket. I checked five … Continue Reading
Success Magazine. What a great name… You Had Me at Hello for sure! Who doesn’t want success? That’s a silly question… isn’t it? Of course, EVERYONE wants success. The real question is… Who is willing to do what you need to do to have success? Success magazine’s online newsletter, Seeds of Success ran a list of … Continue Reading
To continue the discussion we started on Tuesday… Do you need an attitude adjustment? Today I want to talk about a post I read by Seth Godin: The warning signs of defending the status quo. As always Seth calls it out. Here are a few thoughts that get to the heart of the matter for lawyers … Continue Reading
The past few days I have been focusing on… how I can be more efficient and accomplish more in less time. I’ve been reading books, blogs and listening to CDs. And I have picked up lots of tidbits that I think are going to make a difference. The best… I ran across a very interesting … Continue Reading
Last week I talked about saying "NO" or "NEVER" and making a "STOP DOING LIST". This week I would like for you to ponder the thought of making a GAME CHANGING promise… "I will" or "I will never." Seth Godin calls it "Delivering on Never". He suggests… I will never miss a deadline. I will … Continue Reading
TIME… where to find it. I don’t know a single attorney that doesn’t tell me they don’t have time, to one degree or another. Some use it as an excuse as to why they are not developing business, others say it because they feel it… but do what they need to do in spite of … Continue Reading
Let’s look around… What business are these companies in? Revlon… Cosmetics? Nike… Shoes and sports apparel? Apple… Computers and accessories? Sure those are their deliverables… but that is not the business they are in! Revlon is in the "make me feel beautiful" business! Nike is in the "I can win" business! Apple is in the "You … Continue Reading
Many lawyers have said to me that they don’t have a personal brand. But they most certainly do… they just didn’t create it consciously. Everything one does adds to their personal brand… positively or negatively. But we don’t often see it that way. The question here is can we change it? Sure we can. Should we change … Continue Reading
Last week I read a blog post by Seth Godin that has been on my mind for days. It’s sort of like that song you can’t get out of your head. Why? Well… first here is what Seth wrote… "Dancing faster then ever, but why? I just read a relentlessly snarky profile of the brilliant … Continue Reading
