Tag: businessdevelopment

Know Your Snack Bracket

One of my best clients was a very large privately owned corporation. I had a great relationship with Steve, the majority shareholder/CEO. Our firm was the ‘go-to’ corporate counsel for the company.

The first time that Steve’s company was looking to handle some acquisitions, the CEO asked me, “What is your snack bracket for this type of work?” What he wanted to know was what size of deal we were comfortable handling. The answer at the time was deals of up to about $100,000,000. Beyond that a larger firm would better serve him.

The Engagement Ring

An engagement ring on white silk cloth. — Photo by Solod Sha at Pexels.

The other day, my friend Martin, who was recently involuntarily retired from his law firm, was waxing eloquently, albeit somewhat sadly, on the topic of engagement rings and portable client bases. According to Martin there is a connection. Bear with me and I will try to explain.

Tags attorneys, businessdevelopment, lawyers

Client Development

All Hail the Rain Makers

Man standing in the rain. — Photo by Aleksandar Pasaric at Pexels.

For today’s diatribe, we are going to need a definition of ‘success.’ Although the traditional definition which relates primarily to making a lot of money is deficient in more than a few ways, since it seems to be the standard used by so many in the legal profession, I am going to choose that one.

There are only three ways to make money in the legal profession.

Tags articlingstudents, attorneys, businessdevelopment, lawyers, mentoring

Client Development

Playing the Long Game

Female athlete doing the long jump. — Photo by Andrew Lomas at Pexels

Entrepreneurs should always aim to play the long game. Instant gratification cannot build a legacy. — Andrena Sawyer, business consultant

Matt is a rather humble business owner. He recently told me that, “the thing about bringing more intelligent people into the room is that it is so easy for me.”

Matt is also a very successful business owner. He gets it. His goal is not to prove to the world how smart he is. It is to build a business that provides a great service and makes customers happy.