When Your Team Starts to Doubt Themselves…
When Your Team Starts to Doubt Themselves… The hardest part of business development isn’t building relationships. It’s what comes next. At the beginning, your team is full of energy. Confidence is high… But as they gain experience, something interesting happens. They start to see what great really looks like. They notice the difference between […]
10 Questions To Win A Second Meeting
10 Questions To Win A Second Meeting A good question can change the conversation. A great one can change the relationship. Here’s the truth: no single question guarantees a second meeting. But the right one, asked with genuine curiosity, can move things forward. It can shift the conversation from surface level to meaningful. It […]
7 Ways to Follow Up Without Feeling Pushy
7 Ways to Follow Up Without Feeling Pushy Client touchpoints shouldn’t feel pushy. They should feel like what they really are… building real relationships. But many client-facing professionals hesitate to follow up. They worry they’ll seem too eager or self-serving. Here’s the shift: When your touchpoints come from generosity, following up feels… → Natural […]
Why Great Leaders Coach People Differently
Why Great Leaders Coach People Differently You can’t coach everyone the same way. Why? Because not everyone on your team is stuck for the same reason. Some have the drive but need direction. Some have the skills but have lost their spark. And some may simply be in the wrong role altogether. That’s where […]
How to Stand Out in a Crowded Inbox
How to Stand Out in a Crowded Inbox Your clients get a lot of emails every single day… about 121 on average. That means you only have about 7 seconds to show your message is worth their time. The good news? Small changes in how you write can make a big difference. Email isn’t […]
How To Navigate Negotiations with Confidence
How To Navigate Negotiations with Confidence Every negotiation has pressure moments. That instant when the client leans back, folds their arms, and says something you weren’t expecting. Most professionals panic. They fold. They defend. They discount. But Top Performers? They recognize those moments for what they are… an opportunity to build trust. When handled […]
The 5 Layers Behind Every Great Business Developer
The 5 Layers Behind Every Great Business Developer Here’s the secret top performers won’t tell you: They focus on the layers no one sees… but everyone feels. Most professionals start with what they know. → The scripts. →The techniques. →The frameworks. But here’s the problem with that approach: You’re doing the work, but it’s […]
Why Listening and Learning Helps You Close More Deals
Why Listening and Learning Helps You Close More Deals When trying to sell something, most people think they need to talk a lot about their product or service. But the truth is, listening and asking great questions is the real secret to success. By letting customers share their thoughts, you can make them feel […]
The Mindset Shift That Makes BD Easier
The Mindset Shift That Makes BD Easier Business development isn’t rocket science. But it is brain science. One of our clients said that once, and it stuck with me. Because when it comes to BD, the hardest part isn’t the strategy, it’s managing your own mind. Your brain wants to keep you safe. It tells you […]
How to Build Excitement for Your Next Meeting
How to Build Excitement for Your Next Meeting When you’re working on growing relationships in business, it’s important to keep clients interested in what comes next. One powerful way to do this is by using something called a “cliffhanger.” You may have heard the term from TV shows that end an episode with an […]
Big Ideas That Haven’t Hit Legal… Yet!
Big Ideas That Haven’t Hit Legal… Yet! Get ready for one of the most entertaining sessions from the Legal Marketing Association (LMA) — “Big Ideas That Haven’t Hit Legal… Yet!” This fast-paced, game-show-style panel brings together top business development leaders from outside the legal world to share innovative growth ideas that law firms can apply […]
Selling vs. Business Development: One Wins Every Time
Selling vs. Business Development: One Wins Every Time Everyone says sales drives growth. But if you work with clients every day, you know it is not that simple. The best results do not come from a polished pitch. They come from something deeper: business development. Sales often gets the spotlight. We hear about the pitch. […]