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An Introvert Walks Into the CMCP Annual Conference…

It is possible that there will be more extroverts than introverts at September’s CMCP Annual Conference, but I doubt it. Although I can’t say this with complete certainty, my guess is that the 80/20 rule that applies to so many things in life also applies to lawyers....

How Do You Define The Ideal Client?

When my coaching clients are working on their marketing plans, the first section of the plan can be a challenge. As part of creating their overall “marketing messages,” I ask them to define their ideal client, or clients. Many of my coaching clients have told me they...

True Social Networking: Face to Face Meetings

In my first column for the CMCP newsletter at the end of 2010, I wrote about my two rules of business development. The first is: it’s all about the client. The second is: it’s a face to face activity. This second rule often meets resistance from my lawyer coaching...

The Perfect Lawyer

Several years ago, a law firm asked me to coach a female partner who was not doing well at business development. Given her expertise and personality, the firm thought she had the potential to be a significant rainmaker. In our first conversations, she indicated that...