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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

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.

  1. Can you name the target(s) key to your success?
  2. Do you know and understand the core concerns of your target(s)?
  3. Do you have a clear solution/answer for these concerns?
  4. How will you create visibility, deliver value and build trust with your target?

Whether you are marketing a professional service, selling a product or seeking support for a cause, four questions provide the framework for increasing revenue.Continue Reading Four Steps That Will Increase Revenue

If business development efforts are consistently slow-going, there’s a good chance the issue is related to smart targeting. Specifically…the lack thereof.

Here’s a quick exercise. Pull out your business development plan and check for two things:

  • that name of an individual is connected to each action item in the plan — company names and industries don’t count;
  • each action item is relevant to getting you face-to-face with either individuals who will advance your pursuit OR with a hiring authorization.

If you’re light on the first, and/or there’s a lot of activity that doesn’t eventually map to a decision maker, we may have identified the problem: your plan isn’t target-driven…which means you’re stuck hoping your efforts connect. Continue Reading If You Want To Jumpstart Business Development, Here’s Where To Start

If you’re like most professional service providers I know, the motivation behind your choice of profession had nothing to do with a desire to get into sales…never mind being required to sell in order to do what you set out to do in the first place.

The real-world result of this is a “two-hats” dilemma — requiring one hat for your role as a business builder and a second one as a service provider.

Business development feels like it requires a personality, skill set and tool kit completely different from those associated with the counsel or service you provide.

How do you find prospects? How do you manage your time and create new growth opportunities?

The good news is that there are productive business development strategies that relieve this stress and bridge the disconnect.

The key is to create an approach to business development that grows out of the way you serve your clients. Do this and building a practice becomes much more organic. 

Where To Begin
Continue Reading Stressed Over Business Development? Relax, You Don’t Need More Prospects

When was the last time you were in a room where the problem was a shortage of talk?

Each of us has an experience, a perspective or an insight (or two) worth sharing. The challenge, at least as it relates to building productive relationships, is that some of us (I’m looking in the mirror, FYI) act like the insight is so grand as to warrant the lion’s share of attention in any room.

So there is almost never a shortage of talk.

Meanwhile, interactions where the objective is to listen, intent on learning, are rare.

If you’ve encountered anyone skilled at purposeful listening it might have made you a bit uncomfortable. It almost certainly made an impression.
Continue Reading Is Anyone Really Listening?

Here’s why so many marketing and sales messages fail to deliver.

The average person is hit with the equivalent of more than 34 Gb (gigabytes) of information in a single day.

That’s more than enough info to max out my 64 Gb iPad in less than two days. In order to deal with this onslaught of input, the brain engages in some amazing mental gymnastics.

What messages cut through the noise?
Continue Reading For Greater Return From Your BizDev, Sales and Marketing Messages, Do These Three Things

If you secretly fear your approach to business development is underperforming, you are not alone. In fact, you’re among a majority of law, accounting and consulting professionals and firms I know.

I know there is little comfort in numbers in this case; but this prompts a question: when will the lack of results from the way it’s always been done finally push rethinking the conversation? 
Continue Reading Will Your Investments In Business Development Pay Off?

Anyone building a professional service practice appreciates the value of relationships. A portfolio of dynamic connections is what fills a pipeline with new leads, referral sources and recurring engagements.

But staying in touch — creating and maintaining the kind of visibility that places you in the right place at the right time — can be a challenge.Continue Reading 7 Tips For Professionals On Maintaining Visibility And Nurturing Relationships With Prospects