It's time to abandon the failed force-them-to-comply philosophy in favor of identifying which of your firm's lawyers want to develop marketing and sales skills, and invest only in those....more
Mike O'Horo walks through a scripted hypothetical meeting, step by step, to illustrate how to organize and nail your next conversation with a prospective client. ...more
To succeed at business development, you need five things....more
In a buyer's market, your expertise and experience becomes the entry fee, not the winning bid....more
Relationships don’t sustain themselves. That means overhead. Each relationship requires you to invest time, attention, effort, and creativity....more