EXCEPTION TO THE RULE: “Chris, Harrison and I are filling something of a generational gap between the Orange... Leaders as Coaches: Coaching plays a crucial role in keeping people engaged and committed. It brings out the... Asking Leading Questions in Job Interviews: Hiring law firm employees is a vital task. The employees you hire (or candidates you pass... Increasing Diversity in Law 3 Ways to Move Beyond Lip Service: Law firms and legal departments can be doing more to measurably increase diversity. - A... Check for Weak Links in Your Marketing Program: 9 Weak Links That Can Break Your Marketing Program - 1Delivering a sales message.... Seller Myths vs. Market Truths: Many refer to the 2008 economic meltdown as the “Great Reset.” For law firm business... Structuring Attorney Fees: Your client just received a large jury award or settlement. Your client is satisfied with... Lawyers, Can You Build Relationships with Data?: Over the last few years, data has become more and more popular a subject, as we try to... 12 Easy Ways to Be More Successful with Your Content Marketing Efforts: Content marketing takes time and effort, but staying top of mind with your target... Advocating with Compassion. A SHARED VISION OF CLIENT SERVICE.: “The best lawyers who get the best results are the ones who really get to know their...
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RSSArchive for December, 2012

Financial Measures that Matter

Financial Measures that Matter

Properly dimensioning individual financial and strategic contributions to the success of any professional services firm requires assessment of more than simple personal fee production. Absolutely, measuring personal billings matters: we mustn’t lose sight of accountability for direct, current contribution to revenues and financial health of the firm. Just as assessment of the strategic health of […]

Legal Business Development: What To Do With The Leads You Acquire At A Conference

Legal Business Development: What To Do With The Leads You Acquire At A Conference

I worked with a client the other day to figure out what strategy she should put into place to maximize the 60 business cards she picked up during a 2-day conference that was truly filled with people who are her target market. First and foremost, it’s about building relationships, so where do we begin? The […]

The Key to Time Management and Achieving Work/Life Balance

The Key to Time Management and Achieving Work/Life Balance

Good time management does not consist of following numerous rules for handling emails, telephone calls, errands, crises, or the myriad assignments and distractions we face every day. Instead, it comes down to one fundamental rule: Do everything now that you now know you have to do. This may sound like mumbo jumbo or a fortune […]

4 FACTORS THAT DETERMINE BUYER BEHAVIOR

4 FACTORS THAT DETERMINE BUYER BEHAVIOR

In one of its latest commercials, Samsung, for example, seeks to push away the status-seeking crowd often associated with Apple products. In fact, the company blatantly alienates a huge audience. Is this a smart move? Well, I’m not a fan of attack tactics. But I understand the reasoning behind Samsung’s strategy. The company’s marketing staff […]

Controlling Witnesses on Direct and Cross

Controlling Witnesses on Direct and Cross

In virtually any case you try, you will be confronted with the uncontrollable witness. Unfortunatley, an out-of-control witness can destroy a case. Your job Is to prevent this from occurring. There are many ways to deal with the out-of-control witnesses, but the starting point is to listen to the witness and pay attention to each […]

Clues to Consider During an Investigative Interview

Clues to Consider During an Investigative Interview

Interviews are often conducted during fraud investigations, audits, and other accounting and consulting engagements to solicit background and other relevant information. But how does the interviewer know whether an interviewee is being truthful? The AICPA’s Practice Aid 07-1, Forensic Accounting—Fraud Investigations provides insight for CPAs conducting interviews. It indicates that skepticism should be maintained, regardless […]

Keep These Documents Close At Hand For When Your Presentation Needs A Boost

Keep These Documents Close At Hand For When Your Presentation Needs A Boost

Your prospect is in your office. You’ve explained everything in detail.  Yet for some unknown reason, he hasn’t agreed to move forward. Here are tools you can use to turn your prospect’s hesitation into an enthusiastic yes! Credibility These tools help overcome your prospect’s hesitancy if it is due to his lack of trust in you […]

Marketing For Lawyers And Writing For Relationships Using A Personal Approach

Marketing For Lawyers And Writing For Relationships Using A Personal Approach

When it comes to marketing for lawyers, building a relationship with

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