Archives: Communication

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Why Listening Should Be Your #1 Business Development Action Item

All listening is not the same. Consider the differences in the way you listen to talk radio as you sit in traffic; to the argument of an adversary; and, for the slightest whimper from the new born down the hall. The soundtrack of a day is complex. Most of us are adept at juggling multiple channels … Continue Reading

We Might As Well Be Speaking A Foreign Language

When it comes to the challenges of communicating — telling a story, marketing a practice, stating a case — old dogs often wear blinders. Our attempts at conveying a message stem from our personal understanding or experience, utilize the language we’ve always used. Understandable. After all, we talk about what we care about, and use … Continue Reading

Musings From The Radio Studio — On Effective Business Development Communication

A lifetime ago, in what seems like a galaxy far away, I spent some time in the broadcast industry. More specifically, in a radio studio. At the time the fast paced “Top 40” genre topped most markets, and was designed to sound slightly anti-establishment with a shoot-from-the-hip tone. In reality, it was a highly structured, … Continue Reading

Do All The Things You Know Make It Tougher For You To Communicate?

There is no shortage of communicators talking about the challenges attendant to listening. Type effective listening into your search engine, and you won’t have to wait long for the evidence. In 1.8 seconds more than 1 million resources will be one click away. Tips, tricks, guidelines, best practices, secrets, insights, barriers, ten-step-programs, five keys, principles, systems — … Continue Reading

Ready To Face The Reality of Business Development?

In spite of mounds of evidence to the contrary, when it comes to marketing, business development and sales we can’t help ourselves. We cling to the hope of a viral happending that will change everything in an “unexpected” instant. Others have pulled it off. Why not us? The luck-of-the-draw . . . the right set of numbers. … Continue Reading

This Is Where Communication Begins

Listening is the last thing on anyone’s mind when the subject is communication. And it’s understandable. From the instant an infant realizes what it takes to get attention, our practical view of communication is shaped by a repeated focus on doing whatever it takes to deliver a message. Experiences reenforce the idea that charisma, wordsmithing and … Continue Reading

What Does It Take To Turn Contacts and Connections Into Productive Relationships?

It is news to no one that when it comes to business development in the professional services arena, relationship trumps everything. Not connections. Or fans. Or followers. Real honest-to-goodness-relationships. Establishing a connection is relatively easy. Building a relationship is decidedly not. Do it right, and a single event can yield scores of business cards. Devote some time … Continue Reading

Dialogue Is Dead (And Our Ability To Disagree Is Disappearing)

I remember when we used to be able to disagree. Friends could vigorously debate, and go home friends. We could go to school, work alongside, and build neighborhoods with folks with whom we held differing views, values and convictions. We could even talk about it. Those were the days. But that kind of dialogue may be dead. These … Continue Reading

3 Keys To Preventing Excellence From Slipping Between The Lines

In the 1980’s there were few management conversations, conferences, seminars or workshops that didn’t have at least a topic instigated by the book In Search of Excellence. The work by Tom Peters and Robert Waterman, Jr. was seminal. Still in the early days of a new gig, I recently dusted off my copy. Though (in … Continue Reading

A Blog Anchors Your Online Strategy — Here’s Why…

Note: Kevin McKeown is a colleague, a friend, and a thought leader on blogging, social media and leadership. I hang on his content, appreciate his contributions to any conversation, and asked him to share the way he thinks in the form of this Guest Post. Eric, thanks for asking me to share why I believe … Continue Reading

Want To Instigate Dialogue and Lead? Choose Your Words Carefully.

Words matter. If the goal is to connect and build bridges, you’ll choose them carefully. They set tone, dictate parameters and conjure experiences that shape interpretation. The right words can comfort, support, strengthen and inspire. They can tap into memories and stir new dreams. Yet, for all their power, they are imperfect and incomplete. Packaging … Continue Reading

3 Keys To An Authentic Voice — The Building Block of Social Media Marketing Success

Dispute its reach if you like. Bemoan its shortcomings. Even refuse to participate (if you dare). But Social Media has exploded. And the reason should capture the imagination of anyone marketing a service or product. How so? Because for all the hype, falderal, misuse and criticism swirling about, Social Media is, simply, about the dynamics … Continue Reading

Five Keys to the Role of Marketing and Business Development in Today’s Law Firm

When marketing first inched its way into the legal industry, the mere announcement of capabilities seemed to serve a firm’s needs. As competition increased, the function evolved to include advertising, public relations, the new media, and the support and tools associated with a business development capability. As we deal with what seems to be constant, … Continue Reading
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