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Insights

Oct 09
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The Imperfect Art of Business Development

By Insights
I admire perfection. Those things that seem so beautiful as to appear unreal. Sometimes you see it in great works of art, other times in a scientific equation. Last week I visited Italy’s Lake Como, a place I have been several times. This time, I toured Villa Balbianello—one of the most spectacular places I’ve ever seen. While it had been…
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Sep 17
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Your Client’s Perspective

By Bylined Pieces
Want to build a stronger practice? Start by seeing the world through your client’s eyes. Too many meetings with clients (particularly new business pitches) still focus on what we do — our practice areas, recent wins, or firm accolades — instead of what clients need right now. A recent EY study found that 75% of legal departments say their top digitization priority is developing or…
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Sep 17
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Why Do We Push Ourselves?

By Bylined Pieces
Why do I push myself so much? In the middle of writing a book, handling client work, and resisting the urge to run outside and play in my vegetable garden… I said yes to moderating a program sponsored by two of my favorite associations the International Bar Association and the Legal Marketing Association. The topic is one close to my heart.…
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Sep 16
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Why We Need to Constantly Build Our Networks

By Insights
Why should we build a strong network — even when we're not in a “looking for business" mode? Too often, we think about networking only in the context of business development of job hunting. But building a strong, diverse network brings so many other benefits: It helps you do your job better. Talking with industry peers keeps you informed about…
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Sep 15
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How to Create a Business Development Culture

By Insights
Most law firm leaders ask: “How do we develop the next generation of rainmakers and create a BD culture?” Maybe the better first question is: “What do our lawyers actually need to get there?” Here are 10 practical steps to build a real business development culture, one that empowers your lawyers and sustains firm growth: Go on a listening tour…
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Sep 14
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Lawyers Entering Law Firm Land

By Insights
I hear a lot about lawyers venturing into law firm land later in their careers. So, if you were just named partner after a stellar career in government or an in-house department, congratulations—and welcome to a new chapter. Now comes the part they didn’t teach in law school (or the public sector): business development. It may feel unfamiliar, and not…
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Sep 14
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Before My Very First Job…

By Insights
Before my very first job as a new business coordinator at Ketchum Communications, my mother took me shopping for what she called a “serious suit.” It was blue and white seersucker with a fitted blazer, a matching skirt, and a selection of small rosette ties to switch things up. I remember that outfit vividly—not just because it felt so grown-up,…
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Sep 14
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Making The “Ask” For Business

By Insights
Why is it so hard to make that “ask” for business — even when you know you can truly help someone? In doing research and meeting with various lawyers and their firms, I’ve learned that both men and women — even the most highly qualified professionals — often feel uncomfortable when it comes to making the ask. Even if they…
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Farone Advisors LLC