How Can I Help You?
One day, quite a few years ago, I was out for lunch with a banker who I will call Neal. Neal was a commercial account… Read More »How Can I Help You?
businessdevelopment
Pay For Play
A friend of mine, who I will call Bill, was named as a Best Lawyer. Bill is a sole practitioner in a narrow specialty, and… Read More »Pay For Play
The Business Development Question
I speak to a number of newly called lawyers looking to secure a job as an associate. I tell these applicants that they should be… Read More »The Business Development Question
Being Brilliant is Over-Rated
Way back before the cell phone, we had a telephone in our reception area for clients to use. At the same time, my doctor had… Read More »Being Brilliant is Over-Rated
Hawkers and Hookers
In 1971, Xaviera Hollander published her first book titled, “The Happy Hooker: My Own Story.” It sold twenty million copies.
Would You Rather Die or Give a Speech?
“According to most studies, people’s number one fear is public speaking. Number two is death. Death is number two. Does that sound right? This means… Read More »Would You Rather Die or Give a Speech?
I Give this Post a Five Star Review
I was a super-fantastic lawyer. Really, almost everyone says so. And yet, there were a few clients who did not appreciate what I did for… Read More »I Give this Post a Five Star Review
Call ME, Maybe!
There once was a law firm which marketed itself as being a team of lawyers with deep expertise in different areas of the law who… Read More »Call ME, Maybe!
The More Things Change, the More Lawyers Still Screw Up Marketing
“Either you follow-up or you fold-up.” Bernard Kelvin Clive I recently observed a law firm doing some impressive online marketing. At the same time, to… Read More »The More Things Change, the More Lawyers Still Screw Up Marketing