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<b><i>Sales Speak:</i></b> 'Speed-Reading' Your Clients
One characteristic that successful rainmakers share is their ability to quickly establish relationships and close the sale. How do they do it? Many are keen observers, good listeners and have honed their abilities to match their own interpersonal/communication style with that of their prospective clients. They have naturally learned how to “speed-read” people. This helps them increase the probability of smoother sailing through every step of the business development cycle. But one need not be a “natural” to be effective in this arena.
Anyone can learn how to improve his or her abilities to speed-read people, thanks to an ever-growing body of research and assessment tools (Myers Briggs Type Indicator, DiSC, and HBDI, to name a few) that are designed to identify personal preferences and communication styles. Many books, seminars and certification programs are devoted to this topic. One could spend a lifetime delving ever deeper into the nuances of communication. Fortunately, it is possible to focus on several key concepts that can enhance business development efforts. This article highlights a few of these, and draws heavily on the concepts outlined in the Myers Briggs. (Disclosure: the author is certified in the Myers Briggs Type Indicator,' the oldest and most widely used assessment instrument.)
Be Clear About the Stages of the Business Development Cycle
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Yachts, Jets, Horses & Hooch: Specialized Commercial Leasing Models
Defining commercial real estate asset class is essentially a property explaining how it identifies — not necessarily what its original intention was or what others think it ought to be. This article discusses, from a general issue-spot and contextual analysis perspective, how lawyers ought to think about specialized leasing formats and the regulatory backdrops that may inform what the documentation needs to contain for compliance purposes.
Hyperlinked Documents: The Latest e-Discovery Challenge
As courts and discovery experts debate whether hyperlinked content should be treated the same as traditional attachments, legal practitioners are grappling with the technical and legal complexities of collecting, analyzing and reviewing these documents in real-world cases.
Identifying Your Practice's Differentiator
How to Convey Your Merits In a Way That Earns Trust, Clients and Distinctions Just as no two individuals have the exact same face, no two lawyers practice in their respective fields or serve clients in the exact same way. Think of this as a "Unique Value Proposition." Internal consideration about what you uniquely bring to your clients, colleagues, firm and industry can provide untold benefits for your law practice.
Risks and Ad Fraud Protection In Digital Advertising
The ever-evolving digital marketing landscape, coupled with the industry-wide adoption of programmatic advertising, poses a significant threat to the effectiveness and integrity of digital advertising campaigns. This article explores various risks to digital advertising from pixel stuffing and ad stacking to domain spoofing and bots. It will also explore what should be done to ensure ad fraud protection and improve effectiveness.
Turning Business Development Plans Into Reality
This article offers practical insights and best practices to navigate the path from roadmap to rainmaking, ensuring your business development efforts are not just sporadic bursts of activity, but an integrated part of your daily success.