More than two decades ago Fred Reichheld, among others, began working on a conversation
Continue Reading The Ultimate Business Development Question for the Covid Era
Is It Marketing, Or Is It Sales?
Years ago I worked with a Managing Partner who regularly referred to the Marketing Department
Continue Reading Is It Marketing, Or Is It Sales?
A Recession IS Coming — Proactive Business Development Is The Only Way To Prepare
You’ve seen the articles. Many knowledgeable observers believe a recession is inevitable; some are
Continue Reading A Recession IS Coming — Proactive Business Development Is The Only Way To Prepare
The Difference Between Managing and Leading
(This is an update to a March 2018 article originally published on Forbes.com.)
The role
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This Is What A Priority Looks Like
When things don’t change, there is typically one reason.
Change is simply not a priority
In The Aligned Firm, Everyone Shares The Vision
If your firm is puzzling over conversations like inclusion, mental health in the work place,
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Five Keys To Realizing Return On Your Firm’s Business Development Efforts
Does your firm regularly wrestle with measuring return when it comes to business development efforts?
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Why Your Lateral Hiring Program Under Delivers, And How To Fix It
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
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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