NO MORE DECEMBER HOLIDAY CARDS – Send a Thanksgiving card instead!

Posted by Robin Hensley

Thanksgiving is the perfect time to let your clients and contacts know how much you appreciate them. You’ll be able to say thank you in a very personal way; and your card will arrive weeks before the crush of Christmas or December holiday invitations and cards. You’ll stand out to your client and your card will have less of chance of falling behind the fruitcake and candy canes.

Remember, it is the same process as mailing December cards – just a month earlier. Now is the time to order your cards and get them ready for mail-out. Google ‘Thanksgiving cards’ for some great suggestions.

Make the most of this important business development tool and follow these simple tips:

  • Run test labels first to check for changes of address or missing addresses. (This takes time, but it is an excellent way to update your master database as well)
  • Print your cross-checked recipient list on clear labels
  • Include a hand-written personalized message on each card that sincerely expresses the unique importance of that client’s relationship to you.
  • Hand sign each card.
  • Use stamps vs. machine postage.
  • Time the mail-out so your cards will arrive the Friday before Thanksgiving week. Cards should be mailed at the post office no later than Wednesday, November 16, 2016.
  • Prepare a few cards every day so they will be ready in plenty of time to meet your mail-out schedule and you won’t be burdened with a time crunch to finish them at the end.

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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