In Business Development, “Just Following Up” Is a Terrible Way to Follow Up

You’ve initiated a relationship with a prospective client, fostered a genuine interest in you and your services, and identified a problem you can help solve. But then the dialogue stalls, and re-engaging with your contact turns into a pursuit. How do you get the conversation back on track and seal the deal without screwing it […]


What’s in a Name? Complying with Michigan’s New Lawyer Advertising Rule

After a year of debate and public comment, on March 27, 2019, the Michigan Supreme Court issued an order amending MRPC 7.2, a legal ethics rule addressing lawyer advertising. The amendment did not change the rule’s existing language, but added a new provision – Paragraph D – that took effect on May 1, 2019: For […]

Business Development Coaching for Lawyers

Don’t Invest in a Business Development Coach If You Aren’t Coachable

If you are an attorney who’s thinking about engaging a business development coach, you certainly aren’t alone. As the market becomes more competitive, lawyers are increasingly recognizing the value of individualized training and coaching to help them excel as rainmakers, networkers, and connectors. But though your intentions may be good, your willingness to be vulnerable, […]