Tag Archives: LMAMKT

Here Are The 4 Keys to a Successful Business Development Initiative

In a recent conversation, the managing partner of a business law firm asked, “why is organic business development slow, painful and, for the most part, ineffective when it comes to actually developing new business?” He went on to cite the percentage of revenue his firm invests in marketing and business development efforts, and wondered aloud … Continue Reading

“I Don’t Get The CMO Thing”: 5 Ideas To Change The Conversation That Dooms Marketing Leadership From Day 1

The year was 2009. The law firm managing partner was confessing. Not in a contrite or inquisitive manner. The tone was incredulous. He didn’t get it; and he seemed to politely resent the idea that he should invest any time or energy discussing it. Ironically, he was elbows deep in the process of interviewing for … Continue Reading

How To Build A Marketing Approach That Delivers

Ask a dozen professionals to define marketing and you might receive a dozen different responses. From retailer to B-to-B enterprise, from service provider to widget producer, from Fortune-listed to start-up — marketing is defined based on what we’re selling, and who we need to motivate. But all of us, unique perspectives notwithstanding, count on our … Continue Reading

Typesetters, Kodachrome and Taxi Cabs: Perspectives On Changing Direction

Long ago, before digital became the state of the art, the print industry hadn’t seen significant change for decades. Actually it wasn’t all that long ago in the scheme of things. Less than twenty-five years. Then someone figured out ones and zeroes. And norms for an entire industry began to shift. Seemingly overnight, what had once … Continue Reading

How To Build A Marketing Strategy That Will Deliver

Ask a dozen professionals to define marketing and you might receive a dozen different responses. From retailer to B-to-B enterprise, from service provider to widget producer, from Fortune-listed to start-up — we tend to define marketing based on what we’re selling, and who we need to motivate. But all of us, unique perspectives notwithstanding, count on … Continue Reading

If Your BizDev Plan Doesn’t Specify Targets, Don’t Expect Great ROI

Two things are often true of professional service providers wrestling with how to build a practice, and we discuss both frequently: an anemic network — which translates to a severe shortage of connections that can either hire you, or refer and introduce you to the folks in a position to do the hiring; and, the absence … Continue Reading

Breaking News — Business Development Is Not Complicated

Business development is not complicated. Hard work? Indeed…because it is, at its core, about succeeding at relationships…and we all know that almost anything having to do with relationships is hard work. But the quest for formulas, fast-fixes and a magic planning template notwithstanding, biz dev success does not reside in a silver-bullet or one-size-fits-all solution. Strategically sound … Continue Reading

How To Deliver Value To Your Network — Even In Uncertain Times

I was struck by the idea shared by David Ackert on his blog last week, and I highly recommend you check it out if you haven’t already. We spend considerable time and space exploring tactics for effective business development, and frequently note that — when it comes to professional service practice development — relationship is the name … Continue Reading
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