It’s fall—the time when lawyers are reviewing results and preparing to document their performance for the annual review. Many lawyers find this an arduous activity, and almost as disturbing as being haunted by the ghosts and goblins of Halloween lore. …
By now you have likely read your share of business development books and articles and have heard the concept that “it is all about relationships.” If you are like many people I have coached, you have joined Linked In, have …
Cognitive psychology teaches that our thoughts drive our emotions, and our emotions, in turn, drive our behavior. Accordingly, the way you think about business development will affect how you feel about it and, ultimately, how successful your business development efforts …
So many lawyers I know started their careers in the law by default, rather than by affirmative choice. A parent or other influential adult told them they were good at debating and would therefore be a “good lawyer”; they were …
In talking with existing and potential clients about your work, it’s most important to focus on their needs and concerns to learn how you might best help them. At some point in the conversation, of course, you will need to …