Keep Your Enemies Closer

Anyone who takes business development seriously has a list of names. Perhaps it consists of referral sources, key clients, prospects, or a combination of the three. It lives on a legal pad in your briefcase or on your Practice Pipeline dashboard. Hopefully you reference it often so you can stay top of mind with the … Continued


3 Tips for Better Client Satisfaction

You can satisfy your clients’ expectations as long as you deliver excellent service. But you won’t earn their appreciation until you focus on how they feel. To illustrate this point, consider a study published in the Journal of Applied Social Psychology in which researchers tested the effects of generosity by examining tipping behaviors at restaurants. … Continued


How to Improve the Effectiveness of Business Development Managers

We recently hosted a webinar called “How to Improve the Effectiveness of Business Development Managers” hosted by the president of my firm, David Ackert, and Allen Fuqua, the CMO of Winstead PC. You can access the webinar recording here. During the webinar you’ll learn about a series of strategies and tools that can improve your Business Development … Continued


Playing the Gender Card

Playing the Gender Card I’ve always wondered about the degree to which gender influences our networking and prospecting. Does flirting help us get business? Can it backfire? I’ve recently discovered Joanna Krotz, the co-author of the “Microsoft Small Business Kit” and operator of Muse2Muse Productions, a New York City-based custom publisher. She wrote an article on gender … Continued


Business Etiquette in the Digital Age

The digital age has introduced myriad challenges into our lives. How can we use social media efficiently? What’s the best way to minimize incoming spam without becoming inaccessible to prospects? And when will Apple figure out how to get Siri to understand what we tell her? But perhaps the biggest challenge is how to reconcile … Continued


How to Leverage Client Loyalty

If you do good work, sooner or later you will have a short list of loyal clients. They are easy to spot: they actually go out of their way to thank you for your help, they pay your fees on time, and when they’re really gushing, they promise you their first born. They’re only joking … Continued


How to Be a Squeaky Wheel Without Being Annoying

Your prospective client must be very busy because they haven’t responded to your follow-up email. You don’t want to be a pest, so you assume that either they will come up for air and respond to you or that they aren’t interested in your services any more. The trouble with this thinking is that it … Continued


Why Your Inbox Can Get You Into Trouble

Our overwhelmingly busy lives require that we make difficult decisions when it comes to prioritizing our time. There’s no better evidence of this than our email inbox. The messages sitting there at the end of each day are the ones you deemed insufficiently important to warrant a response. That’s not necessarily a reflection of your value as … Continued


How to Thank Your Referral Sources

Given the number of critical projects on your to-do list, it can be easy to let minor tasks fall through the cracks. But maintaining a consistent flow of referrals is not so minor when you consider its role in the health of your practice. So whether your referrals come from colleagues within your firm or … Continued


Talk to Strangers

Your mother was right. If you don’t brush your teeth, you’ll get cavities, and too much television will turn your brain into mush. But there is one piece of advice that you’re better off disregarding, because you absolutely should talk to strangers. Your future success is predicated on relationships you have not yet made. And if … Continued


“David, you have truly amazing insight into the minds of professionals. You seem to know exactly what we’re thinking and feeling, what we fear, what we’re trying to overcome, what we’re really trying to accomplish, even if we don’t know it ourselves. Your blogs are incredibly valuable. Thank you.”

Rob Strauss
Partner
Weinstock Manion LLP