June 30, 2020
It’ 2020. Many of us had grand plans for the way that our business development and relationship building was going to go this year. We were going to spend the year connecting, deepening our engagement, forging new contacts!
I won’t remind you what threw a wrench in that.
But engagement isn’t over.
May 26, 2020
Last week, we talked about content as a means for building relationships, while some of our more traditional methods for relationship-building are on hold. “But HOW do I do that?” you may ask?
Lawyers and law firms often think of content marketing as a solo activity. While you may have a strategy that is firm or practice-wide, in general, you’re thinking of the producers of the content for that strategy as individuals.
May 21, 2020
This week’s rainmaking recommendation from expert and trainer, Jaimie Field, reminds us that whether you’re at home or in the office, you need to be working on building a book of business.
For most of us, we are nine weeks into working from home (WFH). (Well, not me. I am 11 years into working from home.) And once the initial shock and confusion about how to practice law from your basement, dining table, or if lucky, an actual room that you were able to turn into an office, and the technical issues were solved, many attorneys have been able to do their work.
May 19, 2020
It’s week ten of lockdown in my state, and while there are some places that are entering a phased reopening, some countries have extended their border lockdowns and many of the firms I have talked to are planning to continue remote working for a while because it has proven so effective. As a result, we all continue to have to find new ways to network, build relationships, and yes, even in some cases, develop business.
May 12, 2020
As I mentioned last week, it may not seem like the most important time to be digging into discussing content. But since many of us are publishing SO much of it right now, we want to make sure we’re doing it in a way that’s adding value and not detracting from it. Recently, I came across the “one content marketing question” that we should all be asking ourselves, and it really brought me up short. A reminder, when we talk about “content marketing,” we’re using that to encompass the universe of articles, blog posts, conference presentations, webinars, podcasts, informational videos, etc. – essentially all substantive content that is and can be shared with others.
ILN Today Post
April 14, 2020
Our second quarter of the year begins tomorrow, and for many of us, we’re facing a new normal that didn’t seem possible three months ago. One of my lawyers emailed me last night and said “what a year this past week has been.” I don’t think truer words
have ever been spoken.
Lawyers are all in different places at the moment — some firms are exceptionally busy, but may have clients who aren’t able to pay them at the moment. Read more…Read more…
April 14, 2020
My title my be tongue-in-cheek, but my message this week is quite serious.
We’ll get to that in a moment. First, I want to consider for a moment what happens in a crisis. We panic a little bit, right? Even if we stay mostly calm, our world gets very small, and we’re often looking only at the three feet around us. It sometimes means that we’re looking only at what our firm, our office, or our team is doing, and not focusing on the larger picture. We’re also trying to do everything extremely quickly and efficiently, because the needs all feel so IMMEDIATE – clients need us RIGHT.NOW. And that’s not imaginary – they do. Orders have come down from state or national governments asking them to shutter their businesses within hours. They’ve had to move employees from in-office to remote immediately, sometimes with no plans in place. You may be assisting them in doing this often while having to make similar decisions for your own firms.
April 7, 2020
We’re at a unique point in our histories right now – everything seems to be in an upheaval, and our nerves are frayed. Many of us are finally getting to a place that feels like a new normal, but there are still some things that are a challenge. One of the things I’ve seen to be true over the past few weeks is that a lot of people seem to be in a mad rush to make things happen. In many cases, that’s necessary – as things close, we have to make quick choices about how to work from home, how to help clients move entire businesses to remote working, how to suddenly adapt to working next to children and spouses and partners, how to identify the tricky legal issues that come with challenging economic times.
January 28, 2020
Now that it’s 2020, I think (read: I hope) that we’ve all come to the conclusion that it’s important to develop a strong plan that identifies the goals that we have for business development, and the tactics and strategies that we’ll use to develop those goals, right? I have a sneaking suspicion that there are still a few people out there who are throwing various ideas up at the wall with the hope that some of them stick, and this is the year to stop doing that. Really, I mean it.
December 12, 2019
This week, rainmaking trainer and coach, Jaimie Field, gets very personal about her story, and “Big Hairy Audacious Goals” for 2020. It’s a must read that I think will really resonate with you.
We are getting close to the end of the year. And now is the time that many people look back on what happened in the past year and try to figure out what they want to accomplish in the next. Every year we begin really fired up, but end the year pretty much the same as the beginning of the year. If you are like most, you be ending the year having not accomplished the goals you wanted to achieve at the beginning of the year. How do I know this – two reasons – one, I am like you and some years I achieve all I want and others (like this past year) I don’t. And the second reason is that statistics show that most people do not achieve their new year’s resolutions.