Sales and Service Strategies

Lawyers know that business development is a must. Too many of them, however, approach it as random acts of golf and lunch. There's nothing wrong with that in theory. Clients purchase legal services from people they like, and golf and lunch are fine marketing activities, very conducive to relationship building. The problem, though, is with the word 'random.' The top rainmakers do nothing randomly. They have identified those persons they want to know better and, from there, they develop a systematic plan to go about building and enhancing relationships with them. As I emphasize to my clients, the key word is <i>plan</i>.

10 minute read January 31, 2007 at 11:27 AM

Jim Cranston

I coach high school football. On any given Friday night in the fall, I find myself screaming from the sidelines, 'Have a plan! Know your move before the play begins!'

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Sales and Service Strategies

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Real Property Law

Entrepreneurship Is Already Hard: Rising Above Extraordinary Personal Crises to Build an Award-Winning Professional Reputation

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California’s AI Transparency Stack: From State Obligation to Adoption Strategy