Networking is Giving … Up to a Point

Networking is Giving … Up to a Point

In an interesting post on networking this morning by David Ackert, I read the following: The fact is that you often have to dedicate time, consideration, and referrals to your professional network long before you reap a monetary return. It’s a counterintuitive proposition, to be sure, but the rule of networking is: whoever gives more,…

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Just Plain Great Writing

Just Plain Great Writing

Every once in a while, I run across a piece of writing that is so good, I want to share it. This is completely unconnected with anything except the simple fact that I write for (part of) my living, and when I see great stuff, I want to share it. This is by John de…

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You Have To Provide the Thrust

You Have To Provide the Thrust

Sometimes I think business development consists of about five concepts, repeated over and over. I was reading a printout today of a Powerpoint presentation that was part of a sales training program. One of the bullet points on one of the slides included a sentence that really struck me: Do not assume the prospect will…

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Ten Seconds

Ten Seconds

All of your marketing matters for about ten seconds. They’re incredibly important seconds. Today, out there in the universe somewhere, someone is going to have a problem. You don’t know who. You don’t know why, or exactly when. But at some point today, someone is going to look up from a computer screen, or stare off…

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You Can Be Replaced

Today is Beyonce’s birthday, in honor of which we here at Repechage present the following: One of the best approaches for legal marketing and business development is to go outside the still somewhat insular world of legal marketing. Human beings have been selling each other things for 10,000 years. There is a lot of expertise…

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Here Comes Blake

Sometimes, just to get their attention, I show lawyers I’m working with on business development the Blake speech from the film Glengarry Glen Ross. Blake is the ultimate two-fisted, hard-driving salesman in this script by David Mamet, and this speech to a group of failing salespeople may be the best work Alec Baldwin has ever done….

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