Want to take a couple of classes that will help you get better at client development? Suppose I told you that the two I would take would be Creative Writing and Drawing. What would your reaction be?
My guess is that you would wonder what in the world either of those courses has to do
My book recommendation this week is Making Rain: The Secrets of Building Lifelong Client Loyalty by Andrew Sobel. As an aside, I think you will find his other books valuable as well.
In Making Rain, Andrew Sobel tells a great story about his son’s interview with the head of admissions at a college to
A young couple started a business. They went to visit four lawyers who had been recommended. The first three lawyers made a pitch and tried to “sell” the couple. The fourth lawyer began with this question:
Why are you starting a business?
You can read about that story in: Win More Service Customers: Engage People
This week I have focused on “selling” legal services. As you know I hate a sentence that includes “selling” clients. But, as lawyers we are subtlety selling ourselves in every encounter we have.
You know exactly why you are uncomfortable selling. Each time the thought crosses your mind, you immediately think of your worst experience
I found these awesome questions in a book
I am reading Power Questions by Andrew Sobel and Jerold Panas. If you are a regular reader you know I recommend all of Andrew Sobel’s books and I recommend you subscribe to his blog, The Business of Relationships.
In the very first chapter the authors asked a CEO:
What most impresses you when