BLOG
Valuing the Human Networks of Lateral Hires
It always amazes us how rarely business leaders adequately assess the human networks of the candidates they’re pursuing.
Preparation: Annual Planning Guide
With another year upon us, now is an excellent time to ensure you are prepared for your most successful year ever. What are your goals for 2019? Where do you want your business, your associates and your firm to be when you sit down next December and take stock of the...
Just 1% Better – Let’s Talk About a New Habit
Just a 1% shift in your mindset and in what you’re already doing can reap great rewards in the long run.
The Question is the Answer
The ability to make small talk is an extremely important skill for any lawyer looking to build his practice and yet, it is not taught in law school! If you get butterflies before meeting new clients or when walking into a room full of strangers at a conference, take...
Ain’t Nobody Got Time for That: Why Random Acts of Lunch Are the Worst Thing You Could Do
A Random Act of Lunch is an oft-committed offense, engaged in by both seasoned and amateur Rainmakers who have been led to think that taking a prospective client to lunch is a win in the business development column. Learn how to convert Random Act of Lunch into a Successful Act of Lunch by taking the time to prepare for your lunch meeting (or any marketing meeting) and being clear on why you’re meeting with the client, knowing what their needs are and how you’ll proceed after the meeting to win the business.
What’s the Best Rainmaking Event? (Hint: it’s closer than you think!)
Imagine going to a networking event where you know everyone there and you’re totally comfortable and at ease. It’s local and at a convenient time that doesn’t interfere with getting work done. Even better, everyone there is a potential referral source and no one is...
How Well Do You Know Your Client?
“Many men go fishing all of their lives without knowing that it is not fish they are after.” Henry David Thoreau Believe it or not, most lawyers, when left to their own devices, tend to practice law. In fact, many lawyers spend their entire careers practicing law....
Metrics: The Simple Way to Rainmaking Success
A question we got from a client recently was this: “I’m slated to speak at a roundtable on a new topic that I’m excited about (even though it’s not really my current area of expertise), but one of my bigger clients just invited me to a dinner with their new VP...
Do You Have a Go To Market Strategy? An Interview with Mark Maraia and Matt Rowe
A Go to Market (GTM) strategy is a plan for...