by josiah | Nov 2, 2016 | Newsletters
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...
by josiah | Nov 2, 2016 | Newsletters
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...
by josiah | Nov 2, 2016 | Newsletters
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...
by josiah | Nov 2, 2016 | Newsletters
Volume 11, Issue 5 One of the most maddening and persistent problems in law firms is that meetings start chronically late. As readers know, lawyers are among the most ferociously independent group of professionals on the planet. This streak of independence manifests...
by josiah | Nov 2, 2016 | Newsletters
Volume 11, Issue 4 When we coach lawyers and other professionals we are often asked what sets great rainmakers apart from the pack. What we’ve found is that successful rainmakers are innately curious. Their curiosity leads them into relationships and...
by josiah | Nov 2, 2016 | Newsletters
Volume 11, Issue 3 In our work as coaches we find it crucial to assess our clients’ attitudes towards networking. Everyone we work with comes to us with different attitudes about networking. We see those attitudes falling into one of three categories or levels....
