by Martha Sullivan | Dec 1, 2011 | 2011
You may be thinking that you are already an excellent communicator. Your profession requires you to pay attention to the nuances of every word so that you convey your ideas with precision. In my work with attorneys, I have found that most of you are, in fact, stellar...
by Martha Sullivan | Sep 1, 2011 | 2011
In a recent meeting with one of my coaching clients, we discussed her marketing plans for next year. She has been involved with several legal and professional associations and was trying to determine the one or two associations that were the most effective for her...
by Martha Sullivan | Jul 1, 2011 | 2011
In my own practice, I think of referral sources as my personal sales force. If my contacts know enough about the services I offer and how I define my ideal client, they can essentially pre-screen potential clients for me and make introductions. I suppose this sounds...
by Martha Sullivan | May 1, 2011 | 2011
Having run my own business for 12 years, I’ve spent countless hours engaged in business development, probably more hours than you would imagine. In reviewing year end results, I consider revenue as only one measure of success. More important is whether I’ve connected...
by Martha Sullivan | Mar 1, 2011 | 2011
Fans of Robert B. Parker’s novels will recognize Spenser and Hawk as two characters that appeared in a series of crime stories (and not the name of a law firm). As I was rereading one of the earlier books, I realized that the two of them were at the center of a...
by Martha Sullivan | Feb 1, 2011 | 2011
Many attorneys think of business development solely in terms of acquiring new clients. I’ll suggest that client retention is far more important, so much so that I recommend that my coaching clients spend two-thirds of their biz dev time on client retention, and...
