No, you aren’t imagining it: Legal services really are harder to ‘sell’Legal services, and in fact many professional services, are what economists call “credence goods.” Selling credence goods has some very specific marketing challenges. I have described below three of the challenges I suspect will resonate with the experience all of you are having as you try to build your businesses, and some things to keep in mind about them in the course of your own business development activities.
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It is never too early to learn marketing and business developmentIncluding marketing and business development skills into your early professional legal education program increases your odds of success in your legal career.
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Monday, 08 May 2017 09:00

You ARE a gifted business developer

You ARE a gifted business developerYou do have that natural gift if you look at business development as mitigating clients’ risks, resolving conflicts and providing solutions. Didn’t you go into law to help people and organizations? The BMW and Rolex are nice, too — but isn’t the mission of a lawyer to prevent and resolve conflict for people? Isn’t it a lawyer’s responsibility to advocate effectively for those who cannot?
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Monday, 10 April 2017 09:00

Keeping business development simple

Keeping business development simpleThere is so much complex coaching on marketing and business development that we want to run and hide. But don’t despair — you can keep it simple and make it count with these simple steps.
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Monday, 13 March 2017 09:00

Make generating business a habit

Make generating business a habitWith legal resources and services now available to anybody with an Internet connection, people are no longer compelled to hire a lawyer for their legal problems. While the market is increasingly competitive, many lawyers have never actually been trained on how to effectively and efficiently generate business.
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Neuroscience provides a case for docketing business development timeI can’t tell you how much time I spend encouraging people to docket their business development time.
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Monday, 14 September 2015 08:00

Follow up and follow through

Follow up and follow throughWhile slowing down and smelling the roses will help you build relationships —, following up and following through will deliver results.
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Sunday, 12 July 2015 15:44

Calling all Twitterati

Calling all TwitteratiShould you, or should you not be on Twitter? That is the question. The answer is: it depends.
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Monday, 15 June 2015 09:26

BD meets CLE

BD meets CLERapid continuous learning is a fact of our lives. Embrace it and create long-term, lasting relationships.

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Monday, 18 May 2015 08:00

Join a cause

Join a causeBusiness development starts with forging relationships whether casual or long-lasting. Some of the greatest relationships you will ever make are working for a cause close to your heart. You will find that it will lead to some of your best win-win future business relationships.
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