Yearly Archives: 2018

Common Courtesy and Your Good Reputation.

Business development is about relationships, first and foremost. What goes around comes around. Treat people right or pay the consequences in missed opportunities, broken relationships, burned bridges, and bad word of mouth….Remember: Most people, however well behaved and well brought up, talk about other people. Don’t give them something to talk about, other than your finer qualities and achievements.

New Business Development Podcast: Social Media for Lawyers (Listening to the Web)

A webinar veteran, I recently went multimedia and recorded my first podcast, at the invitation of Stephen Seckler, who regularly interviews lawyers and legal professionals on Stephen Seckler’s Counsel to Counsel. Stephen asked me to speak about one of my favorite topics, the range of ways in which lawyers can (and should, if they can see the long game) use social media and blogging to build relationships and drive business. Please listen in!

Best Practices for Summer Associates: In Three Simple Charts

A confession: I really really love charts. They help me think clearly. They entertain me. They keep things organized. So this year I offer all you summer associates my customarily blunt “best practices” advice in chart form. Three charts to be exact. Enjoy! And pass them on to the chart-less souls among your friends and family. Want the money quote only? OK: “Everything good flows from the good work, and from solid relationships initiated during the summer months. It isn’t the offer that matters in the long term, but whether next fall you hit the ground running, on the fastest possible track to productivity. That’s the play that counts.”

Part 5: Five More Easy Ways We Helped Our Network

Any rainmaker will tell you: Giving and helping are everything. The ideal way to build and deepen your rapport with your clients, prospects, colleagues, referral sources and other important contacts is to learn as much as you can about each person and identify what he or she needs to be successful and fulfilled. Once you’ve done that, things get very simple. You just need to help meet those needs.