Browsing Category 'building business relationships; business development for lawyers’ RSS

Using Common Interests to Build Your Business Network

Date February 21, 2018 Comment Comments Off on Using Common Interests to Build Your Business Network

Looking for ways to build your network?  How do you find meaningful ways to stay connected to potential referral sources?  How do you build relationships with professionals who can help you advance your career?  In my latest podcast, Peter Resnick, VP at Charles River Associates, talks about the ways he has leveraged his relationships to build a multi-million dollar practice.

 

Using Reference Checks to Build Your Network

Date February 9, 2017 Comment Comments Off on Using Reference Checks to Build Your Network

Using Reference Checks to Build Your Network

Reference ChecksIf you are a professional services provider and you want to grow your business, you know the importance of marketing.  Whether you are a lawyer seeking to represent startup technology companies, an agency recruiter like me who is looking to generate more search work from the life sciences industry or an accountant looking for individuals who need help with their tax returns, it is important to speak, write and participate in professional activities that enhance your reputation.

But marketing alone is generally insufficient to generate the work you want.  While branding and advertising may be enough to get customers to buy a cup of coffee at Starbucks, branding/marketing may not be enough to get a prospective client to pick up the phone and call a professional services provider. Read more…

Helping “Professionals” in Need During the Holiday Season

Date November 30, 2016 Comment Comments Off on Helping “Professionals” in Need During the Holiday Season

Helping “Professionals” in Need During the Holiday Season

The holidays are a time to remember the needy–those who are struggling to pay for basic necessities. We are all compelled to do what we can to help those less fortunate than us and the holiday season is a good reminder to act. Whether that means volunteering in a homeless shelter or simply writing a check to our favorite causes, there is a lot we can do to help others.

But what about the professionals in our lives who have a different kind of need. What about the many individuals who won’t go hungry or homeless because they have family resources to fall back on. Instead, these are the people who are unemployed, underemployed or simply unhappy professionally.  Are you doing everything we can to help those individuals?

It is easy to ignore networking requests from people who we don’t think we can help.  If we are busy in our own lives and jobs, then those obligations need to take priority.  On the other hand, people who are out of work are feeling particularly vulnerable this time of year.  And with minimal effort, we can all do our share to help elevate the spirits of these individuals.  Maybe we can actually offer valuable feedback or other contacts who might be able to help that individual.

I have to remind myself to do this because it is the right thing to do. But the truth is that at different times, we all need help. As Mark Knopfler of the 80’s and 90’s band Dire Straits once sang “Sometimes you’re the windshield, sometimes  you’re the bug”.

So in the holiday season, make time to help those in professional need.  Your willingness to give your time will be greatly appreciated and some day, you may be on the other side of the desk.

Put Down the iPhone

Date July 15, 2015 Comment Comments Off on Put Down the iPhone

Put Down the iPhone

Julie Fleming, of Lex Innova Consulting, has a nice post on how technology may be interfering with your business relationship building.  It’s a short read, but right on point.

Short Video Clip from My Appearance on Radio Entrepreneurs

Date June 19, 2013 Comment Comments Off on Short Video Clip from My Appearance on Radio Entrepreneurs

Click here to listen to the whole podcast.

In Building Your Referral Network, Look for the Bright Spots

Date March 14, 2013 Comment Comments Off on In Building Your Referral Network, Look for the Bright Spots

In Building Your Referral Network, Look for the Bright Spots

The foundation of a strong law practice is a strong referral network. Even your best clients probably don’t need you all the time. This is particularly true for litigators. But what is a strong referral network and how do you build it?

Fundamentally, a good referral network starts with a focused marketing message. It is difficult to generate referrals if you do not have a clear idea of who you want to serve and what services you want to provide. (Who are you, who do you do, who do you serve, what have you done and how do you differentiate yourself from other lawyers?) Read more…

Don't Forget to Turn On-line Relationships Into Off-Line Relationships

Date December 5, 2009 Comment Comments Off on Don't Forget to Turn On-line Relationships Into Off-Line Relationships

Social media helps us to greatly expand our reach. Through Web 2.0 tools, we can connect with professionals who we might not otherwise come in contact with (because of geographic distance or simply because we travel in different circles) and communicate with them over time.

But connecting through LinkedIn, through a LinkedIn group, through Twitter or through any other social network is no substitute for in-person (or telephone) contact.

In other words, although social media has given us a host of new communication channels, it supplements, not replaces, the traditional way of doing business.

Three Cups of Tea” (a new book by a mountain climber who strayed into a remote Pakistani village in 1993 and since then, has built 55 schools) highlights the importance of building the relationship in person. I heard an interview with the author on WBUR the other day (my local public radio station), and realized that in many ways, business has always been based on relationships and will always be.

Here (in Pakistan and Afghanistan), we drink three cups of tea to do business; the first you are a stranger, the second you become a friend, and the third, you join our family, and for our family, we are prepared to do anything–even die.