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In Black And White

• Legal Business Development: Are You Open, Generous and Connected?

  Are you open, generous and connected? That is a loaded question for a lawyer. I bet most of you are thinking... "That depends." When it comes to business development the answer should be... absolutely! That is because you never know where your next client could come from, a referral from [...]

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• Legal Business Development: You'll Never Please Everyone

  In the legal profession there is no lack of critics. I was at a Bench and Bar Conference and heard comments like... "I didn't think the conference had enough substance." " I think there were too many breakout sessions and not enough time to network." "I don't want to waste my [...]

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• Legal Business Development: Networking - Women Need to Think Differently

  Men are From Mars; Women are From Venus. When that book came out in 1992 it was quite revolutionary... Men and women think differently. In wasn't news to any couple on the planet, but now we had the evidence... and new ways to manage those differences. Networking is an' [...]

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• Legal Business Development: If It's Urgent... Pick Up The Phone!

  "It was urgent! Didn't you get the email?" We have all gotten this kind of email. When we do we panic... which one of these 243 emails I have received in the past 24 hours is it? We sort and find it. It wasn't marked urgent, but then again even [...]

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• Legal Business Development: What Do YOU Want?

  When you think of business development you probably think of the millions of things you think you "have" to do. The things everybody tells you that are the right things to do. But... What do YOU want? Yes, it is possible to consider what you want. Jack Canfield author of [...]

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• Legal Business Development: What's Your Strategy?

  Do you have a strategic plan, a business development plan or a marketing plan? Do you have a budget to make things happen? Is it the partner that speaks loud enough that gets an initiative started? Does your strategy move with the politics of the day? Is it written down [...]

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• Legal Business Development: Are You Spending Too Much Time Developing Business?

  Are you spending too much time on business development? What an absurd thought! If you are just going through the motions then maybe it is possible to be spending too much time. For instance... Do you call this networking?

  You arrive at a networking event with lots of business cards in [...]

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• Legal Business Development: Keep The "Self-Critic" at Bay.

  As a lawyer you are trained to find the pitfalls, the imperfect, the holes... and that ability serves you well in legal matters. But in areas such as business development, not so much. It makes you a critic. There are times when the critic foils progress. The most egregious of [...]

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• Legal Business Development: Is Multi-Tasking Killing Your Productivity?

  We have all been there... needing to do two or three things at once. Seldom do we feel like we've done anything well. The reality is that if we focus on each task, complete it and move on to the next, we will do each one much better and probab' [...]

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• Legal Business Development: Find a Way to Contribute

  Anyone who has heard me speak knows that I believe EVERY lawyer in a firm should contribute to the business development efforts of his or her firm... in SOME way. I know not everyone is suited to "working a room" at a networking event, but perhaps you can be the [...]

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