Insights

I rarely write anything that leans negative or critical of a particular businessperson. I was taught by my parents that if you don’t have anything nice to say, it’s often better not to say anything at all. In general, I’m not convinced that publicly critiquing someone’s personal approach to business is helpful. But over the past several months, I’ve witnessed…

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…

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…