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Video – Back to Basics – Practice Made Perfect Episode #1

I have some exiting news for 2016!  In February I started a monthly video column for Canadianlawyermag.com to explore ideas, tools and strategies to help lawyers build their practices into businesses they love. I finally found a few moments to post the first episode below! I would love to hear any questions or ideas you have to share in the comments [...]

By |April 3rd, 2016|Categories: Uncategorized|Comments Off on Video – Back to Basics – Practice Made Perfect Episode #1

8 things you need to know about getting referrals

Lawyers, and frankly most professional services providers, know that a big percentage of our work comes from referrals – clients and others from our networks recommending us to other people who need a service that we provide. So we know that they are important, but how do they really work? We don’t often think about the fact that there are [...]

By |March 10th, 2016|Categories: Building Your Profile, Uncategorized|Comments Off on 8 things you need to know about getting referrals

Is blogging really dead? Already?

As those of you who follow me on Facebook will already know, I was honoured to appear in the February 2016 issue of Advocacy Matters (see page 3) talking about the evolution of blogging. And they have invited me back for March too! Thanks so much to the Advocates' Society (@Advocates_Soc) and Jasmine Akbarali (@jakbarali) for the opportunity! "Lawyers are not renowned for [...]

By |February 24th, 2016|Categories: Uncategorized|Comments Off on Is blogging really dead? Already?

Industry awards provide lawyers with unique business development opportunities

While some may question their legitimacy and value, there are a number of reasons why it is worthwhile for lawyers to pursue industry honours, awards and rankings says Toronto legal business development expert Jane Southren. “As much as people like to say they are politically motivated or popularity contests and to level various other criticisms at them – some of which are [...]

By |April 29th, 2015|Categories: Uncategorized|Comments Off on Industry awards provide lawyers with unique business development opportunities

How the fear of rejection is impacting your success

Lawyers Weekly recently interviewed me in a piece they were doing about lawyers, business development and how rejection impacts their success. AdvocateDaily subsequently did a more lengthy piece on the subject, referencing and attaching the first piece. I take from this that this is a topic that is of interest to people. So for your interest, amusement or information, here [...]

By |April 15th, 2015|Categories: Uncategorized|Comments Off on How the fear of rejection is impacting your success

Interview – Common business development mistakes

You will see this topic come up again and again, because it is one I get asked about quite a bit. In this case, I was interviewed on the subject, and, as always,  included the interview on my blog in case any of the ideas in it might be useful to some of you. ________________________________________________________________________ An interesting aspect of my [...]

By |April 5th, 2015|Categories: Uncategorized|Comments Off on Interview – Common business development mistakes

Aspiring legal leaders should challenge standard approach

I was recently interviewed on the subject of how young lawyers who want to become leaders in their fields and in their firms should approach their early years of practice. 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. ________________________________________________________________________ For junior lawyers hoping to one [...]

By |March 23rd, 2015|Categories: Uncategorized|Comments Off on Aspiring legal leaders should challenge standard approach

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