I’ve been blog- silent for a month, but not idle. Frankly, work has kept me pretty busy, which is a very good thing when you’re a consultant. But that’s hasn’t meant I could be lazy about business development, so I’ve been equally busy making pitches to various potential clients. Pitching is a part of the [...]
Professionals must be in the top 10% of the intelligence level in this country; so why are so many under-satisfied with their career? The answer is easy: getting to it is the hard part. In my coaching practice, I work with type “A” personalities. There’s almost nothing my clients can’t do. They are smart, hard [...]
In professional services today, the bar for client and target interaction is so incredibly low it’s hard not to trip over it. On the bright side, this provides huge opportunity for those who get it right. As a business person, strategist, marketer, coach and consultant, I am shocked at how low the client service bar [...]
One of the secrets to helping clients achieve successful outcomes through the business planning or coaching process is to support them in understanding their motivators. These motivators aren’t always what you think they might be. For example, it isn’t always money, prestige or amassing things that holds the key to our passion to achieve. Sometimes, [...]
Here’s a secret about coaching: it is both an art and a science and the science side of it is based in large part on NLP or Neuro-Linguistic Programming. As you are probably aware, coaching is about growth and development, and that generally means change. If it feels challenging to break an ingrained habit, that’s [...]
Coaching concepts for professionals can come from anywhere and for me, such ideas are frequent inspired by articles or tidbits I read in publications like the Harvard Business Review. For example, in the side bar of a page of a recent edition I found a small article on the importance of sleep to our focus [...]
Very few partnerships are operating at full throttle. Most have a lawyer or two who are performing under expectations. This blog offers suggestions for fixing this issue. There are many possible reasons for declining productivity: An area of law may become commoditized, often resulting from excessive competition; A lawyer may let too much time go [...]
Attention all social media-phobes: LinkedIn has become one of the easiest, cheapest and most productive marketing tools at your disposal. If you don’t have an active LinkedIn profile, invest in the next two minutes to find out why it’s important and how you can take advantage of this remarkable business tool. (Today I welcome guest [...]
My focus is on small to medium-sized businesses (often law partnerships) and many of those don’t have internal marketing expertise. So when I contact them to ask if they have a strategic plan or an annual business/marketing plan, most of them groan. They know that they should have these key business tools in place; but [...]
It doesn’t matter how much money the professions spend on programs to keep their people – good people are still leaving in droves. We need a change of strategy. Professional services attrition rates are atrocious, in two ways. First, far too many professionals leave a firm before or in the early stages of partnership. For [...]