Build Client Relationships By Writing Together

Build Client Relationships By Writing Together

One of the most challenging things about business development is overcoming the “Us vs. Them” mentality that inevitably arises. To put it kind of crudely, the other person, the prospective client, often instinctively puts you in the position of the Person Who is Trying to Separate Him From His Money. You end up, therefore, with…

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This Is Why I Have A Business

This Is Why I Have A Business

Here’s an excerpt from an article in Above the Law today: Faced with client pressure to keep down costs and industry competition to achieve the highest profits, law firms now frequently assess which lawyers are worthy enough for the top rungs of partnership. Those who don’t bill enough hours or bring in enough business are quietly…

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It’s the Little Things That Matter

In business development in particular, it’s the little things that matter, always. The other person is constantly looking for signals, or clues above and beyond what you’re claiming to learn what you’re really like. This was nicely articulated by someone I was on a call with this morning, who presented it as “seeming vs. being.” I…

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