Growing Personally & Professionally

The Path of Mastery (Part 6 of 6)

Let’s say you’re determined to get and stay on the path of business development. You acknowledge that the changing world of client expectations requires that you take initiative to ensure your long-term success. You’re committed to learning and applying the strategies and skills outlined in the previous parts, and you’re …Read More

Your Attitude Toward Yourself (Part 5 of 6)

 Your Attitude Toward Yourself  Not surprisingly, your attitudes about business development, marketing, and time management are shaped by how you see yourself and the world around you. And in turn, these flow from a complex mix of inherited traits, learned behaviors, unconscious beliefs, emotions, and a lifetime of experiences. You …Read More

Procrastination Be Gone! The 10-Minute Solution

As you read this, you might find yourself ignoring the voice in the back of your head reminding you of something you should be doing instead. Perhaps there’s work to do for a fast-approaching settlement conference. Should you be preparing for Friday’s staff performance review? Are there pre-bills in your …Read More

Meeting the Inner Challenge of Business Development (Part 3 of 6)

Your Attitude Toward Marketing The most common objection to marketing cited by attorneys is that it feels like a form of selling, and that selling, if not unethical, is at the very least unprofessional. Unfortunately, it’s easy to use the negative associations evoked by thoughts of  “chasing work” and “going …Read More

Stretch Your Comfort Zone to Elevate the Work You Get in 2012

Everyone who sells a professional service – including lawyers — has a self-regulated zone when it comes to the level of clients, referral sources, and matters with which they’re comfortable. So where’s the upper edge of your comfort zone? Regardless of where, it’s partly a function of knowledge and execution …Read More

5 Things Lawyers Can Learn from Steve Jobs

5 Things Lawyers can learn from Steve Jobs Steve Jobs was known for many things – but one of the most striking to me was his ability to capture the attention of an audience, keep them tuned in to his message and take action. These are precisely the skills we …Read More

Communication Awareness = More Money

The paralegal who doesn’t give you the level of detail you want The important client who takes too much time explaining things The associate who crams every conceivable detail into an otherwise routine document The referral source who just wants “the big picture” The partner whose attention is always bouncing …Read More

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