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Self-Sabotaging Excuse for Not Marketing – “I always miss the new litigation.”

“I always miss the new litigation” is one of the most self-sabotaging excuses for not marketing that I have heard from attorneys.  It is easy to solve.  You and your

How Often Have You Heard This Excuse for Not Marketing ? “I can only call 3 people.”

How often have you heard this excuse for not marketing,  “If I made 3 calls a day, I’d run out of people to call in 2 weeks?”  Too many lawyers

Intelligence Defying Excuse for Not Marketing

The following excuse from an attorney for not marketing defies intelligence, “I don’t know how to begin.” Although today’s marketplace for legal services is more challenging then ever,  there is

An Agonizing Excuse for Not Marketing – “I failed once; why try again?”

This is the most agonizing excuse for not marketing, “I failed once; why try again?” Stop the agony and join post-mortem firm reviews on proposals that failed. Take advantage of

Do You Know the Zen Excuse for Not Marketing?

If ever there were a Zen excuse for not marketing, it is” I’m afraid of the process.” Oh, come on. Follow Arthur Ashe’s advice – “Start where you are. Use

Another Excuse – “I can’t market, but I’ll hire someone who can.”

And another excuse for not marketing we have heard from attorneys – “I can’t market but I’ll hire someone who can.” Oh come on – practice pitches, proposals and even

Have You Heard the 2nd Excuse for Not Marketing?

The second excuse for not marketing that we have heard from some lawyers is, “My partner does all the selling. I deliver the work”! It is clearly the responsibility of

Excuse for Not Marketing – “I know no one who knows anyone!”

Of all the excuses for not marketing, “I know no one who knows anyone” is the most absurd. As Mark Twain observed, “The secret of getting ahead is getting started.”

Where’s the Beef? 2017 Law Firm Outlook

Hearing from attorneys and marketing professionals in response to the 2017 Law Firm Outlook Survey, “getting attorneys out on the business development trail” says it best. Significant concern was expressed

We’ve Sweetened the Offer – Take our 2017 Law Firm Outlook Survey

STEAKS OR PIE? We want to sweeten our offer for helping us with our 2017 Law Firm Outlook Survey.  We’re conducting a brief survey to learn morfe about the key

Your Invitation to the 2017 Law Firm Outlook Survey

We are conducting our 2017 Law Firm Outlook Survey.  It is a brief survey to learn more about the key issues facing law firms as we head into the new

Where Does Client Trust Fit in the Business Development Puzzle?

Client trust is perhaps the greatest element in business development. Or to put it another way, why should they buy from you? Although you may be selling the most sophisticated

Driving Performance: The Next Piece of the Business Development Puzzle

Driving performance is the next piece of our business development puzzle (part 4 of the 9 pieces). Sure, today’s marketplace is about as challenging as any market on earth. But

Do You Know the Next Piece of the Business Development Puzzle?

As business development consultants, in our business development round tables we are often asked “what is the next step?” or do you know the next piece of the business development

2nd Piece of the Business Development Puzzle

The 2nd piece of the business development puzzle is “teach advanced tactics and process strategy, not theory. According to Chet Holmes in his Business Breakthroughs program, closing is one of

A Business Development Puzzle – Win a Prize

Do you know the 9 pieces of a Business Development Puzzle? With each post, you will see one more critical tactic we emphasize for long term revenue growth and sustainability.

You Won’t See This on WikiLeaks – “Emails Don’t End in Handshakes

British Airways got a real boost from this marketing and business development ad, “Emails Don’t End in Handshakes.” It today’s highly competitive market for professional services, one-way electronic communications do

What DOES WORK in the Business Development Closing Zone

What does work in the business development closing zone is a followup to our last 2 columns, what does not work in business development. We have taken a collection of

What Did Not Work in Business Development II

Continuing from our previous post on “What Did Not Work in Business Development”, we hear more comments from in-house counsel about business development tactics where many fail: 7. Go to

Do You Know What Does Not Work in Business Development?

In our workshops and seminars, we are often asked “Do you know what does not work in business development?’ Collecting quotes from successful marketing and business development professionals, found on

Legal Services Competition

As legal services competition intensifies, and client budgets fight to stay stable, doesn’t it make sense to look within your organization and build on what you have? The cost is

Combat Coaching?

At the Closers Group, we often talk about how “combat coaching” fits in with our CLOSING ZONE approach to business development. We focus on the importance of having your strategies

How Do You Meet Marketing Challenges?

We are often asked “how do you meet marketing challenges?” Or a client asks about the likelihood of success for various sales (yes sales) approaches. The simplest answer is WORK

How to Use “Mind Mapping” in Business Development

In order to successfully increase new business, clients need to learn how to use “mind mapping” in law firm business development. I often find gems like this when checking in

There is No Such Thing As a Making a Cold Call

There is no such thing as a making a cold call in active business development. The resistance that some professionals have to business development isn’t unlike the distaste for wintery