I’m going to suggest a theory – that there are many lawyers out there who hear the phrase “content marketing” and assume that it’s either absolute nonsense (raise your hand) or more of that marketing hooey (and therefore secretly nonsense, or at the very least, not something you’re supposed to be involved in – raise your hand).

Am I right?
Continue Reading Wait…Content Marketing Can Get Me…Clients??

The obvious answer to the title question is of course, yes.

Last night, I had the opportunity to join William McLaughlin, the Business Development Manager for Southeast Asia at ZICO Law on a webinar for NEXL, a business development platform. We had a robust discussion around this topic which I’ll share when the recording is available (updating to share the recording here, but in the meantime, let’s delve into some of the questions that I’d considered in advance and where lawyers and law firms are today when it comes to business development.
Continue Reading Can Using Business Development Effectively Give you a Competitive Edge?

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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I am a fan of Ernestine Shepherd.

Who, you ask?

Ernestine Shepherd is the World’s oldest female bodybuilder; at what she says is a young 85 years old.  She is incredible.
Continue Reading Rainmaking Recommendation from Jaimie Field: The Four Ds of Rainmaking

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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Two phrases will take a Rainmaker further than any other.

No, it’s not “alternative billing” or “free consultation” (although those aren’t bad phrases).

The two phrases are:  “Thank You” and “I’m Sorry”
Continue Reading Rainmaking Recommendation from Jaimie Field: The 2 Most Powerful Phrases a Rainmaker Can Learn

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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You’ve spoken to a potential client, and they seem to like you.

Or maybe, you’ve sent out an RFP and been chosen to discuss your proposal with the potential client(s) who sent out the offer.

Or maybe you’ve gotten a tentative yes to work with someone you consider an ideal client.

Or maybe, you’ve sent out a resume to work with the law firm of your dreams.
Continue Reading Rainmaking Recommendation from Jaimie Field: How Rainmakers Deal with Rejection

“I just can’t do one more online meeting. “

“You can’t get business that way.” 

“My clients need me more.” 

Have you ever said, or thought, any of these things about a virtual event or while involved in a conference organization during the pandemic? It’s not the first time I’ve heard them, which is why they merit a mention here.

When you say these things out loud or to yourself, it’s likely that your first reaction is that you’re fed up, the organization is faulty, or you’ll just hang on until things get back to “normal.” But consider for just a moment that maybe the networking barrier in these scenarios is actually you.
Continue Reading How Zoom Fatigue May Be Blocking Your Relationship Development Efforts (And How to Fix It)

If you’ve been following along here at Zen for any length of time (or even just the last few weeks), then you’ll know that I love September and the promise of a fresh start that it brings (also because the fall is my favorite season).

A LOT of us have been feeling bogged down lately – by the pandemic, endless Zoom calls, heat and humidity, worldwide unrest, the list goes on. There is a lot that we CAN’T control. But there are some things we can control – for one, our attitudes and our ability to reach out and help someone else.
Continue Reading Fresh New Ideas for September That We Love (And You Will Too!)

In just over a week, it will be September 1st. As I mentioned last week, I like to think of September as a brand new start, much like the school year used to be. It’s a chance to begin again and look at your goals and plans with a fresh set of eyes.

While business development is an ongoing effort and doesn’t wrap up simply because the calendar year comes to a close, I’ve found that when I have ongoing projects, giving myself firm deadlines to complete them motivates me far more than having some abstract end date.
Continue Reading 4 Weeks to Plan Your 4th Quarter Business Development Victory

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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For those young ’uns who don’t know, the title of this Rainmaking Recommendation is the first line from the song, Ice, Ice Baby (1990) by Vanilla Ice*.  No, I am not a fan, but while trying to think of a Rainmaking Recommendation for this week, this became an earworm.  An earworm is the slang term for when a song gets stuck in your head.

But it does bring us to the theme of today’s Rainmaking Recommendation – Collaboration.
Continue Reading Rainmaking Recommendation from Jaimie Field: Stop, Collaborate, and Listen