“You just need to find a niche.”
This advice is everywhere. And in my experience
Continue Reading If You’re Serious About Engaging New Clients, Try ThisIf You’re Serious About Engaging New Clients, Try This
If Growth Feels Like An Impossible Mountain, Tap Into The Dynamism Of A Pipeline Of Allies
No matter what you’re building, simply creating the state of the art is no guarantee
Continue Reading If Growth Feels Like An Impossible Mountain, Tap Into The Dynamism Of A Pipeline Of AlliesBe Curious
“What is the one piece of advice you’d offer that will improve any conversation we
Continue Reading Be CuriousReframing 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 PracticeFor 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 DoIf 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 WrongYou 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.When BizDev Efforts Fail To Increase Revenue, You Have An Aim Problem
Wherever business development initiatives aren’t delivering ROI in the form of increased revenue, the problem often boils down to missing the target more often than not.
It is easy to do.
An entire industry has a vested interest in convincing you that getting your name out there amounts to smart business development. Once you make this leap it is tempting to buy the ads, sign up for the sponsorships, get the copy points and colors just right on your website, catalogue every capability…and then wait for the market to beat a path to your door.
If neither time or budget is an issue, and assuming your visibility campaign in some way differentiates you from everyone else — this might work.
But odds are you’ll over spend, waste time and miss connecting with any real targets.
Continue Reading When BizDev Efforts Fail To Increase Revenue, You Have An Aim ProblemFour Steps That Will Increase Revenue
- Can you name the target(s) key to your success?
- Do you know and understand the core concerns of your target(s)?
- Do you have a clear solution/answer for these concerns?
- 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 RevenueUnlocking Business Development Success: Build a Solid Foundation with these Four Cornerstones
Any discussion of business development should begin with this disclaimer:
There are no one-size-fits-all solutions or formulas. Silver bullets and cookie-cutters might work elsewhere; but not here.
With that stipulation, there are solid cornerstones that will ensure the resources invested in BizDev aren’t experimental in nature, leaving you to hope the market finds you.
In fact, a volatile market or a distaste for “selling” notwithstanding, it is possible to create an approach to business development that produces results — if you possess the will to build a plan on these four cornerstones.
Continue Reading Unlocking Business Development Success: Build a Solid Foundation with these Four Cornerstones