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Body language is about stance, eye contact, movement, facial expression and the use of space. It sends cues about some of our most fundamental traits such as honesty, collaboration style, negotiation skills, ability to reach agreement, sense of power, and actual work performance. Clients, employers, colleagues and others who have influence pick up quickly on […]
Prune your client list. Remove the duds. Delete the ones that drain you, you don’t enjoy or wish you had had the courage to turn away. Instead, fill your portfolio with clients that you do enjoy who are motivated to do the heavy lifting to build the business they want and work from a place […]
Let’s face it. The disruptive economy has shifted the balance of power. It’s a buyer’s market. Customers are more informed. Loyalty appears to be a thing of the past. The customer calls the shots . . . not the firm. Current conversation about customer engagement tends to emphasize the online experience. Yet, the real differentiator for business […]
It’s a challenge all businesses face – how to grab and keep the attention of millennials, a generation that represents one-quarter of the population and $200 billion in annual buying power. These 18 to 34 year olds are often characterized by: • Relative lack of attachment to traditional institutions and organizations • Leading-edge digital and […]
We are often told it is about who we know. To the contrary, it is all about who knows you. They are influencers, connectors and people on the inside who can give you access. The more people who know you, the more help you get marketing your services. They become your ambassadors. Our ability to […]
“The Boss” gives us timeless lessons on reinforcing an enduring brand. Bruce Springsteen and The E Street Band are synonymous with timeless American rock, but one could make the argument that their genius also lies in their ability to illicit undying loyalty from legions of fans. From the beginning, dating back to their days in […]
SNL has made us laugh for 50 years by balancing consistency with reinvention, collaboration with individuality and entertainment with emotion. Lawyers and law firms – you knew that’s where I was heading, right? – who take a similar approach to business development will build practices that not only endure but thrive. Few television shows have […]
What’s something you’re proud of but are hesitant to talk about? Here’s mine… When my clients are recognized for an achievement, they often want to keep it quiet because, as proud as they are, they are reticent to say “look at me” to avoid appearing boastful. I have to say “deal with it” because they […]
Typically, my posts mirror real life situations from which I derive lessons learned that can be applied by lawyers and others to grow their businesses and develop a loyal and enduring client base. This “The New York Times” article debunks some common misconceptions in our home kitchens (give it a read, you may be as […]
