If your firm is like most, the pursuit of lateral partners is a critical piece
Continue Reading Why Your Lateral Hiring Program Under Delivers, And How To Fix It
Is Your Target Dozing While You’re Pitching? | Building A Biz Dev Plan – Part 7
Finally! The firm I was working with had been invited to make a pitch to
Continue Reading Is Your Target Dozing While You’re Pitching? | Building A Biz Dev Plan – Part 7
If It Isn’t A Top Priority, Don’t Lose Much Sleep Over Business Development
How important is business development to you?
Years ago I was being interviewed for the
Continue Reading If It Isn’t A Top Priority, Don’t Lose Much Sleep Over Business Development
How Long Does It Take To Develop Trust? | Building A Business Development Plan, Part 6
You’ve probably heard some variation of the joke where a significant other, weary of repeatedly
Continue Reading How Long Does It Take To Develop Trust? | Building A Business Development Plan, Part 6
Does Your Pursuit Say “Working With Me Will Be Different”? | Business Development Planning – Part 5
Part 5 in our series on Building a Strategic Business Development Plan focuses on Delivering
Continue Reading Does Your Pursuit Say “Working With Me Will Be Different”? | Business Development Planning – Part 5
You’re Not Selling Phones! Business Development Planning – Part 4 | Creating Visibility
It creeps into consciousness sometime in mid-to-late September. By mid-November, partners in firms everywhere are
Continue Reading You’re Not Selling Phones! Business Development Planning – Part 4 | Creating Visibility
Building A Business Development Plan: Part 3 — If You Can’t Name Targets, Focus On A Network Tune-Up
Professional service providers who have difficulty identifying specific targets (as discussed in Part 2 of
Continue Reading Building A Business Development Plan: Part 3 — If You Can’t Name Targets, Focus On A Network Tune-Up
Building A Business Development Plan for 2019 — Part 2: With Whom Should You Connect
This is the second installment in a 14-part series dedicated to everyone working on a
Continue Reading Building A Business Development Plan for 2019 — Part 2: With Whom Should You Connect
For Everyone Beginning To Work On A Business Development Plan For 2019
Over the next two-and-a-half months or so you may be among the lawyers, accountants, consultants
Continue Reading For Everyone Beginning To Work On A Business Development Plan For 2019
The “if-the-market-knew-my-story” approach to Business Development
There is a basic principle in communication theory — shared experiences form the basis for
Continue Reading The “if-the-market-knew-my-story” approach to Business Development