Constantly stretched for time and resources, lawyers must shift from the scarcity mindset that constraints are an impediment to progress to an abundance mindset that they are, in fact, a catalyst for success.
Why I'm Pulling Back on LinkedIn, and Why You Probably Shouldn't (Yet)
I believe that every lawyer who is interested in creating content for their clients should have a similar objective in mind—to build a platform (a blog, newsletter, podcast, book) of their own—but the best place to start is still social media, generally, and for most lawyers, LinkedIn, specifically.
Diversify Your Investments, Not Your Business Development
10 Important Principles for Improving Your Legal Marketing
Marketing is all about staying visible and building trust with an audience, but the composition of that audience matters. It's far more important to be known well by a relatively small audience of the “right” people (your ideal clients), than well known by a large following of people who can't and/or won't help you achieve your objectives.
Junior Lawyers at a Career Crossroads: The Benefits of Doubling Down and the Risks of Jumping Ship
The path of excellence is undeniably challenging, but so is the alternative. And the path of excellence—too often the path less taken—offers something unique and therefore extremely valuable: the potential for a legal career rich in the satisfaction that you are excelling to your greatest potential and creating options for greater impact in the future.
Earning v. Winning: The Infinite Game of Business Development
Consider the difference between saying we want to "win" new clients versus saying we aim to "earn" their trust and business. It sounds similar, right—perhaps a distinction without a difference? But the shift—in mindset and behaviors—from "winning" to "earning" is significant. Choosing "earn" makes us think about building relationships, not just closing deals. It's about creating value and working together for mutual benefit, not just beating the competition. It's not just about the immediate win, but about creating lasting success and trust.
How Lawyers Can Set Themselves Up for a Productive Day
The “Illusion of Choice” in Building a Legal Practice
The Outcome You're Seeking is in the Work You're Avoiding
How to Get "Lucky" When Building Your Legal Practice
New business opportunities are unpredictable. They arise when you’re in the right place, at the right time, and in front of the right people. The challenge is knowing when, where and who is “right.” In fact, I would argue that it’s nearly impossible, because legal problems arise unexpectedly—can you predict when a business you’re targeting for business development is going to get sued?