I’ve been working on a project recently that involves speaking with several of the world’s leading rainmakers. These are top professionals who consistently generate significant business, often making it seem effortless to others. However, when you really listen and ask the right questions, a common thread emerges: they each develop business in their own unique way, and they all emphasize…
Have you ever struggled to find the right words to ask for something important—like asking someone out on a date or asking a client for new business? You’re not alone. Many lawyers I’ve worked with over the years face the same challenge (on the new business quest ; I don’t delve into their dating history.) They might have a fantastic…
Years ago, someone said to me that in the world of business, there were generally only five people you needed to know in order to create a successful business. That number five always struck me as odd. This weekend, I listened to a podcast interview with Ryan Serhant, the real estate wunderkind from shows like Million Dollar Listing New York….
I admit it. I love great service. Whether it’s delivered in a shop, a hotel, a doctor’s office, or even by Amazon, I notice it. Unfortunately, outstanding, truly-memorable service has become a rarity, though when you experience it, it’s a delight and worth noting. In order to gain referrals — either as a lawyer or as a restauranteur — your work…
During a recent trip to Milan, I met with an accomplished Italian lawyer who emphasized that for him, in Italy, business development is all about relationships. It’s knowing that the lawyer you hire is someone you can trust and genuinely like. Once that is proven, the relationship should be a long-lasting one. Just as the way we drink coffee varies between…
I received a call yesterday from a good friend, an executive director at a thriving law firm. We’ve known each other for years and while we ended up discussing business, it started my wheels thinking about relationships and how they build a business in professional services. After years of focusing the best marketing techniques in professional services, I always revisit…
I’ve not followed-up. There are at least ten people I’ve met over the past year that I need to reach out to, to say hello, ask how they are doing, and possibly set up lunch or a coffee. In the fast-paced world of professional services it’s easy to get caught up in immediate “must be done asap” tasks. However, one…
Culture is not a “set it and forget it” initiative. It requires consistent effort and communication to stay alive and relevant. But the payoff? A stronger firm, happier employees, and more satisfied clients. We spend an enormous amount of our lives at work — about one-third, to be exact. For those of us in the legal profession, that time can…
As featured in American Lawyer on July, 19, 2024. Read the article here. Capuchin monkeys. Law firm marketing. Holding on to great people. An editor recently asked me, “Why is it that legal marketers leave 🏃♀️ their firms?” While there are several reasons, from lack of advancement to culture to compensation, there are several ways to value and retain your…
I have been thinking a lot about how we tell stories. Whether you pitch a new piece of business or deliver annual results, it’s essential to understand the craft of storytelling. How do you present your ideas, your argument, or your “ask” in a compelling and convincing way? Each good story generally has three elements. 1. A setup, the situation…
