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Volume 12, Issue 3 As the job losses pile up and the value of our retirement portfolios go down, people are being asked to work harder than ever. We are being asked to do more with fewer resources. This can lead to feeling unappreciated by your boss, co-workers,...

Volume 12, Issue 2 1. Avoid freezing up. Inaction and indecision are devastating to relationship building both internally and externally. Inaction also, by definition, makes execution a pipe dream. What most firms need to do is experiment more, not less. By that, I...

Volume 12, Issue 1 It doesn't take a genius to figure out that most of the people in your network, including your most desirable clients and prospects, may be gripped with fear and uncertainty these days. It's also likely that YOU have experienced fear and the grip of...

Volume 11, Issue 11 Read through this list and see if you can spot one or more behaviors that YOU frequently exhibit when interacting with peers, clients and friends. It's tempting to think this list applies more to other people than it does to you. While that may be...

Volume 11, Issue 10 Recently, we have observed an increasing interest in effective law firm leadership. Nearly every firm we work with is now realizing that practice group (and firm) profitability is heavily dependent on the practice group leader. More firm leaders...

Volume 11, Issue 9 As I've said before, your attitude is everything. It can either be your best friend or your worst enemy. I recently met a lawyer from Canada who attended a seminar in Monterey, California where I was co presenting. She shared a story that poignantly...

Volume 11, Issue 8 TABLE OF CONTENTS: Introduction Part I: Starting Relationships Chapter 1 - Fourteen Ways to Generate Leads Fast: Where Do I Find People Who Might Want to Hire Me? Chapter 2 - Make it Fun or You Won't Call: How Do I Choose Who to Call First? Chapter...

Volume 11, Issue 7 To some professionals, knowing lots of decision makers is the holy grail of marketing. They figure that knowing more decision makers will lead to more marketing opportunities. While I agree it’s best to know as many decision makers as possible all...

Volume 11, Issue 6 From time to time we get asked how many hours per week lawyers should devote to business development at the various stages of their careers, especially as associates. Most people want to know what the norms are, but there really aren't any norms. To...