Clients aren't looking for a rehash of your qualifications during a pitch—that much is clear. So what do they want?: To learn something new. They want you to tell them something they don't know.
The Art and Science of Goal Setting
Business Development is an Audition
The Trust Equation: A Framework for Developing New Business
Failure: A Prerequisite for Success
Embrace Constraints to Build Your Legal Practice
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.