You Look Too Young to Be a Rainmaker

As you claw your way up the firm ladder, you will encounter numerous obstacles. Some are internal: partners who steal your originations or firm rhetoric that demands you develop business with too little incentive or time to make it worth your while. But in the early years, your biggest challenge will be your appearance. You … Continued

4 Steps to Maximize Your Visibility on LinkedIn

Although “the world’s largest network” has been a part of our lives for 13 years, its most practical (and ethical) use continues to elude most service providers. More than any other web page on the Internet, your LinkedIn profile tells the world who you are and why they should hire you. According to recent surveys, … Continued

Trust Your Gut

As you are hunting for new business, it may occasionally occur to you to take actions that are beyond your comfort zone. In most cases, your survival instinct will take over and dissuade you from “going there.” You will tell yourself it’s not reasonable. You will convince yourself that your instincts are guiding you wisely. … Continued

A Client Feedback Lesson from Uber

I travel a lot for business and often use Uber to get around. For those of you who are less familiar with it, the Uber app allows both the drivers and the passengers to rate one another on a scale of 1-5 after every ride. Out of curiosity, I recently asked my driver about my … Continued

3 Business Development Strategies for Conferences and Trade Shows

<img class="alignright size-medium wp-image-6430" src="×189.jpg" alt="" width="300" height="189" srcset="×189.jpg 300w, https://www.ackertadvisory singulair over the×485.jpg 768w,×646.jpg 1024w” sizes=”(max-width: 300px) 100vw, 300px” />We are already two weeks into 2017 and I still find myself writing “2016” into the date field of forms and contracts. I’ve got to start thinking ahead. So should you when it … Continued

Beware of the Business Development Resolution

Welcome to the new year! After tracking yet another twelve months, our calendar has reset to January and we are filled with fresh hope. Many use the annual transition to turn over a new leaf and re-approach business development outcomes that have previously eluded them. “This is the year,” they tell themselves, “when I will really … Continued

Do or do not. There is no try.

Star Wars fans of all ages will head into theaters in the coming days to watch Star Wars: Rogue One. I have many favorite moments from this franchise, one of which is Yoda’s advice as he is training an exasperated Luke Skywalker. He tells him to “do or do not. There is no try.” That’s … Continued

How to Prepare for a Successful New Year

It’s December. You need a break. Besides, your clients and prospects are generally unresponsive as they focus on internal year-end deadlines (and holiday party hangover recovery). Might as well put your business development on hold until next year, right? Well, sort of. It’s true that you won’t gain significant traction on most of your pursuits … Continued

5 Tips for Success at Holiday Parties

Holiday parties are a mixed bag. They can provide a great opportunity to make valuable new contacts. They can reconnect you to old friends. But much of the time, they consist of forced conversation with strangers over weak punch as Pandora streams Bing Crosby covers in the background. In case that sounds familiar, use the … Continued

Post-Election Opportunities

When you use Google services, you trust us with your information. This Privacy Policy is meant to help you understand what data we collect, why we collect it, and what we do with it. This is important; we hope you will take time to read it carefully. And remember, you can find controls to manage … Continued

How to Worry Intelligently

We can’t help it. Worrying is part of the human experience. We stress out over everything from our workload to the demands of our biggest clients to the well-being of our loved ones. After all, what if something goes terribly wrong? Of course, it rarely does, but that doesn’t stop us from expending considerable mental energy on “what if” scenarios. If … Continued

3 Ways to Promote Gender Equality through Communication

While progress is slow, we continue to make strides toward gender equality in the workplace. More women are entering the work force than ever before, and in the U.S., the gender pay gap is nearly closed among millennials. But for many women, the idea of “leaning in” is still fraught with social boundaries and a … Continued

How to Know When You Are Off Track

Client service is the lifeblood of any healthy practice and should always be our first priority. But it’s all too easy to become consumed by the deluge of emails and deadlines that define our frantic days. When we finally lift up our heads to reflect on our progress, we realize that we have been productive … Continued

How to Prequalify Prospective Clients

Somewhere, I hope that mobile programmers are developing an app that enables us to assess our prospective clients’ intentions. That way, we can simply scan our mobile devices across our prospects’ foreheads to instantly know how long they intend to think it over and whether they will eventually engage our services. In the meantime, if … Continued

How to Network with Journalists

This Monday I was profiled in the local Business Journal. Already, the article has helped me reconnect with several key people in my network, including a significant referral source. The experience has been a great reminder that there’s nothing like good press. But it also validates a few important networking principles: Follow their work: When … Continued

3 Ways to Use LinkedIn’s Content Search Feature

For years, LinkedIn has allowed us to search for people. Now it allows us to search for what they’ve posted. Select “Posts” from the search field drop-down menu, type a topic of interest, and the results will include a list of relevant articles published by the people in your network or shared in their feed. … Continued

Which Choice Will You Make?

We all recognize that prosperity and well-being require considerable effort, but many choose to live in denial of that fact when it comes to business development. There are those who are only willing to dedicate themselves to work that yields a benefit in the short-term. They swap their billable hours for money, expecting the next … Continued

3 Reasons Why Content Marketing Pays Off

“If you ask me, you give too much away.” This was a critique I recently heard from someone who, after reviewing the blogs, white papers, and other materials I’ve posted online, felt my content strategy was a little too generous. “You should hold back the ‘good stuff’ so that people still have reason to hire … Continued

Is Social Media a Waste of Time?

You’ve tweeted. You’ve friended. You’ve accepted LinkedIn invitations from people you’ve never heard of, and you still don’t have any business to show for it. No wonder you’re on the fence about the usefulness of social media. If you were Pepsi, you could tweet a coupon to your 3 million followers and generate sales. But … Continued