“What is the one piece of advice you’d offer that will improve any conversation we
Continue Reading Be CuriousBe Curious
Reframing How To Grow A Professional Service Practice
If the defining factor in your idea of growth is headcount, you may be
Continue Reading Reframing How To Grow A Professional Service PracticeHere’s One Thing That Won’t Change Any Time Soon
My friend and I were having one of those conversations that seem more prevalent with
Continue Reading Here’s One Thing That Won’t Change Any Time SoonFor Better Party Talk, Rethink How You Talk About What You Do
“I hate going to parties. I usually love having been.”
My friend was putting
Continue Reading For Better Party Talk, Rethink How You Talk About What You DoThree Bottles Of Water A Week
“You going to the garage to practice juggling?”
My wife was carrying three bottles of
Continue Reading Three Bottles Of Water A WeekHere’s How To Differentiate Yourself, Instantly
I was meeting a colleague for coffee. She wanted to introduce me to a
Continue Reading Here’s How To Differentiate Yourself, InstantlyIf You Feel Like You Have To Become A Different Person To Succeed At Business Development, You’re Doing It Wrong
Anyone can become a successful business developer. Even a rainmaker.
I say this without reservation…knowing many will disagree.
Like Mindy did.
She was upfront, telling me the first time we sat down to discuss growing her practice that she just didn’t have the right personality.
“Networking events are worse than a root canal,” she told me. “And when it comes to talking someone into hiring me…I am not a salesperson.”
Mindy had bought into the idea that you’re either a born rainmaker, or you’re not.Continue Reading If You Feel Like You Have To Become A Different Person To Succeed At Business Development, You’re Doing It Wrong
Don’t Throw In The Towel On Your 2024 Goals
Do These Three Things To Rock Q-4 and Jumpstart 2025
Conventional wisdom for many professional service providers whispers that we’re fast approaching a moment when the story for this year will be written, and there’s not much that can be done to impact this year’s revenue picture.
Before you buy this idea, can we spend a moment rethinking?Continue Reading Don’t Throw In The Towel On Your 2024 Goals
Oh No! Not the same conversation…again!
Don’t look now, but conversations are becoming increasingly rare.
The fact that there are plenty of attempts at messaging doesn’t mean any real conversations are taking place…
Just because there is measurable attention being paid to a given topic or hundreds of hours of talk devoted to a critical issue is no guarantee of progress.
Need a stark case-in-point?Continue Reading Oh No! Not the same conversation…again!
You Still Have Time To Grow Your Practice This Year. Do These Three Things.
Conventional wisdom for lawyers suggests that we’re fast approaching a moment when the die for this year will be cast, and there’s not much that can be done to impact this year’s revenue picture.
Before you buy the idea that there is nothing to be done that might increase revenue this year — not to mention, jumpstart 2024 — can we talk.Continue Reading You Still Have Time To Grow Your Practice This Year. Do These Three Things.