Business Development Planning

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Terrible Pieces of Advice: Don’t Give it Away

It's a funny thing, when it comes to developing a book of business as a lawyer, it's ingrained in us not to "give away the farm." What will people pay for, we are often reminded, if we just put it all out there? "Don't let them take advantage of you!" Sound familiar? Wait just a minute here. You are not a victim [...]

By |December 8th, 2016|Categories: Attitude and Approach, Business Development Planning|Comments Off on Terrible Pieces of Advice: Don’t Give it Away

Meditation as a Performance Tool

Lawyers work in a demanding profession. Stress levels are high. Burnout is rampant. Sacrifices made to advance our careers can have a pretty significant effect on our personal lives. We’re far from alone. Honestly, there are very few careers that aren’t stressful. We’re also not alone in what can feel like an endless struggle to increase our professional stamina and [...]

By |November 10th, 2016|Categories: Attitude and Approach, My favourite TED talks|Comments Off on Meditation as a Performance Tool

Law Practice Today – Rainmakers: Born or Bred?

I recently read an article about legal business development in Law Practice Today that caught my attention in particular because it was written by a lawyer .  Her name is Patricia K. Gillette (@Pat_Gillette) and she is a partner with Orrick, Herrington & Sutcliff LLP(@Orrick) in San Francisco. Patricia spearheaded the launch of a study by William Henderson of Indiana Law, one [...]

By |July 7th, 2015|Categories: Attitude and Approach, Non-fiction, Recommended Resources|Comments Off on Law Practice Today – Rainmakers: Born or Bred?

Distinguish your personal brand from others by capturing your “Why”

  This TEDx talk by Simon Sinek explains, in simple and appealing terms, how all of us can reframe how we look at our own enterprise, articulate it from an “inside out” perspective and in so doing reveal what is inspiring about it and drive people to take action to do it with us. Watch the video and then come back to this post [...]

By |June 17th, 2015|Categories: Attitude and Approach, Building Your Profile|Comments Off on Distinguish your personal brand from others by capturing your “Why”

Legal business development requires perseverance and initiative

A perfect storm of pressures facing the legal industry is forcing lawyers to pay attention to the practical realities of getting work more than ever before – and there isn’t just one key to success, says Toronto legal business development expert Jane Southren. […]

By |May 20th, 2015|Categories: Attitude and Approach, Business Development Planning|Comments Off on Legal business development requires perseverance and initiative

Converting contacts into clients

Lawyers sometimes feel an aversion to the words “sales” and “selling”, and resist the idea that sales has anything to do with our profession.  The fact remains, however, that we are in business and, while it may not be the only reason that we do that we do what we do, for those of us who do not work in a [...]

By |October 29th, 2014|Categories: Attitude and Approach, Business Development Planning, Recommended Resources, Uncategorized|Comments Off on Converting contacts into clients

Cultivating relationship key to being retained again

I was recently interviewed on the subject of how lawyers can increase their chances of getting retained repeatedly by the same client. I thought I would include the interview on my blog too in case any of the ideas in it might be useful to some of you. __________________________________________________________________________ While doing great work for a client may be a starting point towards [...]

By |October 1st, 2014|Categories: Attitude and Approach, Networking|Comments Off on Cultivating relationship key to being retained again

Becoming a thought leader requires curiosity, courage and planning

I was recently interviewed by AdvocateDaily for an article providing tips to lawyers on some steps they could take to become perceived as thought leaders by their communities.  I thought I would republish the article here so that any of you who are struggling with this could share in the ideas as well. Here it is! […]

By |August 6th, 2014|Categories: Attitude and Approach, PR and Media, Social Media|Comments Off on Becoming a thought leader requires curiosity, courage and planning

Social media burnout…is there such a thing?

I haven’t posted any new blogs over the past couple of weeks.  Honestly, it has been so busy and hectic at my day job, that even the thought of putting effort into coming up with topic ideas that would be helpful or at least interesting or funny was too exhausting to face. Needless to say, I have not been feeling [...]

By |May 1st, 2014|Categories: Attitude and Approach, Social Media|Comments Off on Social media burnout…is there such a thing?