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In Black And White

• Legal Business Development: Are You Building Strong Relationships?

  Building strong relationships requires that we open up. Show our vulnerability, our imperfections and truly connect with people, because as we know people hire lawyers they know and trust. 

  Fast Company's contributor Drake Baer in his article... Empathy Equals Scary Vulnerability -And It's Totally Necessary For Success, wrote...

  'Sociologist/badass [...]

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• Legal Business Development: When They Say NO!

  NO! It's generally a devastating word to hear. Well, maybe that's bit dramatic. But, when you have made a proposal and it is not accepted the question is "what can you learn from this?" I was working with a client today who had just received a NO on a big [...]

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• Legal Business Development: No One Has It All!

  I was speaking with a male client, discussing my last blog post on "Leaning In" by Sheryl Sandberg. He was talking about how much he admired Sandberg and reminded me that his mentor at his large national firm was a female. As he concluded he said... "What's this thing about [...]

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• Legal Business Development: Are You "Leaning In?"

  The conversation in the past few months has been loud... but maybe not so clear. Articles like... Atlantic Magazine's, "Can Women Have It All?" and The Wall Street Journal's, "The Tyranny of the Queen Bee", seem like the opening act for the launch of Sheryl Sandberg's' [...]

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• Legal Business Development: 12 Things You Should Know

  How can you differentiate yourself from the more than six million lawyers on the planet? Demonstrate your expertise. Since it's not likely that large numbers of potential clients will see you in court or at the negotiation table... the second best way to demonstrate your expertise is with articles and [...]

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• Legal Business Development: Referrals - Connect. Ask. Trust.

  Building a network of referral sources isn't easy. In fact it's harder than passing the bar. Why would I say that? Because I see it every day... lawyers, bright and knowledgeable in their practice areas, that have few relationships that send them work. So the logical conclusion... it must be harder' [...]

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• Legal Business Development: Do You Need A Little Inspiration?

  There is nothing like great words that motivate, inspire and help us get focused. I just read Inc. Magazine contributor, Geoffrey James' 12 favorites... it's a great collection that I felt inspired to share with you...

  "Cherish your visions and your dreams as they are the children of your' [...]

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• Legal Business Development: Is Your Firm A "No Show?"

  On Saturday I attended one of those Galas that every Bar Association puts on. They are an opportunity to get dressed up, dance a little, socialize and yes... network. Your firm buys a table and you fill it with your colleagues and their wives... and you mingle. OR do you?

  Saturday [...]

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• Legal Business Development: You Can't Do Everything!

  Do you feel like you define the term "multi-tasking?" You simply can't say no. You do everything and yet you feel that you aren't doing any of it as well as you could be. Of course you're not. You are overloaded and you need to focus, set boundaries and learn' [...]

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• Legal Business Development: We All Need A Pep Talk!

  Yes... We all need a pep talk! Some days we can't seem to find the strength to get out of bed. We could use the help of our families, our friends, our colleagues... and maybe even a Kid President! Spend the next three minutes and I guarantee you will smile,' [...]

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