“This book tells you all you need to know about how to get on.” The Times

“Relatively few books have been written with assistant solicitors in mind, about how to succeed at the business of being a lawyer… fewer still have devised a programme for so doing that runs alongside a book. This book does both.”Law Society (The Law Management Section)

5 star rating HR Magazine

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Business development 101

The most basic rule of business development is something lawyers often forget. It’s this: tragic as it may seem, clients don’t care about what you do. Instead, they stubbornly persist in caring about their own problems and needs. (Very strange (not!), but true . . . )

Posted in:
Client relationships, Marketing

Tags:
business development, asking questions, listening

Posted on 21/07/2010

What networking ISN’T

networkingAfter writing about the importance of workplace conversational skills in my last blog, I recently found myself attending an event hosted by a prominent law firm. Of course, I can’t kid myself that I was the intended audience for this festivity—in my current capacity, I am neither a client nor a potential client, and this “event” was put on solely with the intent of attracting work. But the friend I was with is a potential client, and one whom they would love to get work from….

Posted in:
Client relationships, Networking

Tags:
networking, conversation skills, asking questions, building relationships, connecting with people, getting business

Posted on 11/03/2010