Legal recruiters are my best referral sources. But it’s usually not reciprocal. By nature of what I do, I generally don’t speak with lawyers who would be good candidates for recruiters. And that’s okay. Recruiters [...]
Like most lawyers, I’m not particularly comfortable with self-promotion. But over the years, I've become more confident in the value I deliver when I'm coaching attorneys. And I appreciate the importance of telling others. So [...]
Summary: Many lawyers struggle with business development because selling feels uncomfortable or inauthentic. In this article, I explore why lawyers often resist marketing, how that affects career success, and what Aristotle's philosophy can teach us [...]
Does mindset matter? IMHO, action matters more, but mindset can help. It’s not everything. But sometimes it matters a lot. A few weeks ago, a friend at my squash club noticed I was using a [...]
Start focusing on the quality of what you’re sharing. This is one of those "do as I say, not as I do" moments. While I do aim for quality in my LI posts, for 20 [...]
Marketing isn’t a sprint. It’s a marathon. I'm reminded of that this week because it was Marathon Monday here in Massachusetts. No one wakes up this morning and decides to run 26.2 miles. The race [...]
If marketing your practice sometimes feels unpredictable, you’re not imagining it. A few weeks ago, our street in Newton, Massachusetts was basically a one-way road. Two big snowstorms left snowbanks so high that cars could [...]
Believe it or not, most former clients would be happy to hear from you. Yet many lawyers talk themselves out of reaching out: “It’ll feel salesy… They’re too busy… I don’t want to bother them.” [...]
What are you doing to stay top of mind (without being annoying?) Most people don’t hire a lawyer after one interaction. In fact, research shows it often takes 7–10 meaningful touchpoints before someone decides to [...]
One of the challenges of running a professional services practice like a law firm (or in my case, a coaching business) is learning not to take silence personally. I do a lot of free consultations, [...]
