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


Developing Business Development Expertise

Many people think that because they have spent a few years developing expertise in their field, they will be able to attract clientele in short order. But they soon come to learn that business development is pretty darn hard. This is not a reflection of their intelligence or work ethic. It is the expected results … Continued


Post-Election Opportunities

Throughout the US, Americans are either celebrating or mourning this week’s election results. (I have yet to encounter anyone who is indifferent.) Like most of the country, your clients did not anticipate Trump’s win and now they must consider how his presidency may impact their industry and, more specifically, their business. This is an excellent … Continued


How Long Should You Wait Before Following Up with a Prospect?

It’s been a while since I’ve been on a first date, but I remember well the awkward timing issue of the follow-up. Many of my buddies insisted on the “two day rule,” so as to strike a balance between seeming too eager or too aloof. If they wanted to play it really cool, they’d push … 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


“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