In a buyer's market, your expertise and experience becomes the entry fee, not the winning bid....more
Successful marketing gives you a willing person to sell to, but you still have to make the sale....more
Stop viewing companies through the narrow keyhole of the Legal Dept. Do this instead....more
One in a series of business development tips for lawyers, steering away from unproductive efforts and focusing on action items that actually make a difference....more
In a digital age in which information flows freely and everyone expects answers at the stroke of a keyboard, “Idea Relationships” succeed because your relevance is initially determined by what you know, not who you know....more
Relationships don’t sustain themselves. That means overhead. Each relationship requires you to invest time, attention, effort, and creativity....more
Nobody offers a useful definition of the term....more