Attitude and Approach

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Business Development Mistakes: Waiting for Things to Happen

Continuing from my previous post on the subject, this is the second in a five-part blog series on the most common mistakes lawyers make as they try to develop business. Read mistake one. Second Mistake: Waiting for opportunities to come to you Waiting for things to happen to you is a failure to engage the concept of building your own [...]

By |December 10th, 2013|Categories: Attitude and Approach|Comments Off on Business Development Mistakes: Waiting for Things to Happen

Business Development Mistakes: Thinking About Yourself

Let's face it. We all make mistakes on the road to building our businesses. Even when we firmly know what we would like to do, we don't always meet our own standards of excellence in the doing of it. However, I think it is helpful to keep the really big mistakes in mind, so you can avoid them as much [...]

By |December 3rd, 2013|Categories: Attitude and Approach|Comments Off on Business Development Mistakes: Thinking About Yourself

Tips on Relationship Building – from Jodi Kovitz, Osler LLP

Jodi Kovitz is the Director of Client and Business Development, Litigation, for Osler LLP nationally. She is a terrific resource for creating and implementing business development ideas and she has kindly agreed to share some of the tips she has gleaned from her experience helping lawyers build their practices. She has also tied those tips back to some of the great [...]

The 3 Stages to the Creation of a Loyal Relationship

I have talked before about loyal relationships and how important they are to the health and well being of your practice. Like everything else that relates to business development, it's easy to say what you have to do (build loyal relationships) and harder to describe how to do it. I saw James Kane speak at a conference some years ago [...]

By |October 30th, 2013|Categories: Attitude and Approach, Business Development Planning, Networking|Comments Off on The 3 Stages to the Creation of a Loyal Relationship

The Fear of Losing Clients to Another Lawyer

I've written before about my 'Share Everything' philosophy when it comes to business development and nurturing client relationships. Part of that philosophy means connecting people in my network to other people within my network. Yes, I've even connected clients to other lawyers within my network, i.e. my "competitors." Some colleagues have responded skeptically to my “sharing” principle, particularly when it [...]

By |October 23rd, 2013|Categories: Attitude and Approach, Networking|Comments Off on The Fear of Losing Clients to Another Lawyer

Adding Value – What Does it Mean?

Adding value. The phrase is used all the time but, really, what does it mean? Adding value is an offer to do something not an ask for something. It is creating something that has value to the recipient instead of trying to sell them something. You achieve it by thinking about what you can give rather than what you can get [...]

By |October 16th, 2013|Categories: Attitude and Approach, Business Development Planning, Lexicon, Other Business Development Blogs|Comments Off on Adding Value – What Does it Mean?

If You Do Bad Work, No More Work Will Come

This, of course, is the inverse of the mythical statement "Just do good work and more work will come." The difference is that this inverse statement is actually true. The underlying premise of all business development activity is that you are good at what you do and your service actually does provide value. If you don’t have that going for [...]

By |October 11th, 2013|Categories: Attitude and Approach, Business Development Planning|Comments Off on If You Do Bad Work, No More Work Will Come

Starting Relationships: Choose Quality over Quantity

The opportunity to create a new relationship can come from any business development initiative you have decided to try, or from any activities you have engaged in your personal life. All you have to do is keep your eyes open for people that you feel a natural affinity with, or who you suspect would be a good match for you. [...]

By |October 2nd, 2013|Categories: Attitude and Approach, Networking|Comments Off on Starting Relationships: Choose Quality over Quantity

Nurturing Business Relationships

Regardless of the source of the relationship, or whether it is a relationship with a client or a referral source (quite often they are both) once it has been identified as one you want to enhance and nurture, you will have to take steps to make sure that it remains vibrant and continues to grow. As with all relationships, your [...]

By |September 25th, 2013|Categories: Attitude and Approach, Networking|1 Comment

Necessary Endings – The Sequel

I posted a book review by Kim Neeson for a book called Necessary Endings. One of the most important and yet most feared, avoided, and overlooked aspects of relationships is that, in order to keep your network healthy and thriving, sometimes you have to end some of your relationships. It really is just as important, or maybe more important to [...]

By |September 20th, 2013|Categories: Attitude and Approach, Business Development Planning, Lexicon|Comments Off on Necessary Endings – The Sequel