Hate to network? You can learn to love it if you follow a few simple rules.

Posted by Robin Hensley

Like it or not, networking is an important part of business development.

Are you resistant to networking because it makes you feel inauthentic and self-absorbed? After all, you wouldn’t be doing it at all if you didn’t want something from the other person, right? Or, perhaps you feel like you have to become someone you’re not–chatty, schmoozy, back slapping and smarmy. If any of these sounds like you, then let me set you straight on what networking really is and why an authentic you is the best face to put forward. (more…)


The Art Of Singing Your Own Praises

Posted by Robin Hensley

There is a fine line between establishing competence and being a braggart. Finding the exact right balance can be tricky. Too much “Me” can turn your client prospects off while not enough may not capture their attention and demonstrate your value.

I often recommend that coaching clients use an accolades sheet as part of their firm’s business development tool kit. In creating the document, I advise them to do what I do–keep it a simple one pager that sticks with the facts and avoids over-embellishments. To make it stand out, I suggest that it be turned into a visually pleasing piece executed by a competent graphic designer. It’s tempting to want to do it yourself (or not), but everything in your new business kit must stand for the same level of excellence that your practice of law stands for. (more…)


10 End of Summer Snapshots For Closing Out Your Practice Planning

Posted by Robin Hensley

Fall may be just around the corner but there’s still time to take a snapshot of your practice to help guide your efforts over the rest of the year and beyond. Here are 10 quick snaps you can take right now…

  1. Thought Leadership: What are you known for? How can you boost your reputation in that area? What would you like to add to the body of thought on that subject?
  2. Bench Strength: Is everyone on your team well matched to the work they are doing? What has to change to deliver on your firm’s promise to its clients?
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Give Your Business Development Plan A Summer Tune Up

Posted by Robin Hensley

The summer is here and you may be thinking that now is no time to focus on your business development goals. But, you would be wrong. Half a year has passed. Half a year remains. If your business development goals are relaxing in a desk drawer, it’s time to get crackin’. There is still so much that can be done to make your goals a reality and the summer is absolutely the best time to do that.

Give your plan a summer tune up

Start with revisiting your plan.

  • Has 2013 been your worst yet for taking time for business development? 
  • Are only 15 to 20 percent (or less) of your clients your ideal clients?
  • Are the rest difficult, slow to no pay, complaining about your fees, high maintenance or even worse?

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Declare Your Independence From These Rainmaking Myths

Posted by Robin Hensley

Declare Your Independence From These Rainmaking Myths

July is a wonderful time to think about the gift of freedom. We are free to do things the way they have always been done…or not. We can change the way we think about things…or not. We can limit our opportunities…or not.

I’ve found we are often limited in the results we achieve simply because we believe things work in only one way. Take rainmaking, for example. Rainmaking is a state of mind vs. a specific one size fits all solution. Here are five myths about rainmaking that prove the point and could be limiting your results as suggested by Timothy B. Corcoran in his blog post, Closing Skills of Successful Rainmakers…and other Myths.

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Hit Your Refresh Button with a Summer Sabbatical

Posted by Robin Hensley

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It’s that time of year again when I set my business aside and head out for two uninterrupted weeks of reflection, renewal and reimagining what the next twelve months of my business and my life will be. Not really a vacation but rather a focused inner journey that asks big questions and causes me to dig very deep for answers about who I want to serve in my practice and what kind of life I want to live doing it. And, when those two weeks are over as they inevitably are too soon, it will mark the beginning of a new year for me. I’m excited about what I will “dream” up on this year’s sabbatical. But, more importantly for this post however, is my hope that you will be inspired to do as I do every year and take time for your own renewal.

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