01
APR
2015

Are You Willing to Move Out of Your Comfort Zone?

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How does it feel to move out of your comfort zone when it comes to building new and better relationships? I hope you have an answer to that question. If you never feel uncomfortable, you are not taking enough relationship risks. You can’t achieve your business development goals if you are not willing to take action that makes you a little uncomfortable. In fact, all of us have to get comfortable being uncomfortable or we will continue to fall short of our potential. Reaching out to someone new, making a business development phone call, writing an article, giving a speech, asking a family member or friend if they know someone who could use your service requires the courage to act in the face of your fears. Success is a journey and you have the opportunity to make progress today...
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15
MAR
2015

Do You Base Your Actions on Your Commitments or Feelings?

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I read this idea from W.H. Murray often. It is taken from some notes he made at the beginning of his Scottish Himalayan Expedition in 1951. Until one is committed, there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of initiative (and creation), there is one elementary truth…the ignorance of which kills countless ideas and splendid plans; that the moment one definitely commits oneself, then Providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents and meetings and material assistance, which no man could have dreamt would have come his way. I learned a deep respect for one of...
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01
MAR
2015

What Do Clients Want From Their Lawyers?

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I was reading an article today called, “What do clients want from their lawyers?” by Clark Cunningham. It started off by sighting an American Bar Association Report that said 70% of Big Companies are dissatisfied with their primary outside counsel. The report stated that neither outcome nor cost of service were the cause of discontent. When asked, “What is one thing that just drives you crazy?”, more than half said poor communication. What clients want goes beyond returning phone calls, replying to emails or even professional representation. Clients want a better relationship with their lawyers. They want to know that they are being represented by someone they trust and who really understands their unique situation. The most successful law firms verify client...
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15
FEB
2015

What Happens After You Make a Mistake?

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When you decide to develop a new business development habit, you have every intention of changing your behavior. However, something happens shortly after you express your desire to start or stop doing something. You make a mistake and fall back to your old habits. You may want to start being more positive but notice your conversations have more to do with what you don’t like instead of what you do like. You wanted to listen a little longer to a client who needed to be heard but instead of making an effort to understand their point of view, you stopped listening and offered some quick advice. You intended to do some business development activity at the start of the week, but made the excuse at the end of the week that you didn’t have the time. When we fall short of the...
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