While building a multi-million-dollar business, I’ve realized that certain business development tactics are universal—whether you are building a law practice or selling widgets. Over the years, I have deeply researched some of these strategies to better understand them, while accepting others at face value. I’ve...
I was privileged to represent Edward Jay Phillips, the son of the legendary advice columnist Abigail Van Buren (“Dear Abby”). While best known for his remarkable career in the distilled spirits industry, Eddie was, above all, an inspirational entrepreneur, a dedicated philanthropist, and a man...
“Strategic entrepreneurs and leaders find the greatest insights hiding behind SWOT.”Richie Norton, author of Anti-Time Management As a young associate, I often wondered how senior partners built such impressive practices. I eventually concluded there were only four ways to get there:Inherit a book of business from...
“In the end, just three things matter: How well we have lived. How well we have loved. How well we have learned to let go.”Jack Kornfield, author and teacher of Buddhism Every successful professional faces disappointment—in themselves and in others. Clients might fail to appreciate your...
“It’s hard to break through the clutter of fighters trying to get attention.”Larry MerchantIt’s a clusterf*^k out there. Breaking through the clutter that inundates our lives is a considerable challenge. We all receive hundreds of emails daily; spend hours responding; become glued to our phones...
“I believe every human has a finite number of heartbeats.I don’t intend to waste any of mine.”Neil ArmstrongMost lawyers love the law. For many, their careers overtake their lives to the point where they carefully eke out “vacations”, while still plugged in. They may have...
I interviewed Robert (Bob) Darwell, a big name in entertainment law who has top studio executives around the world on speed dial, and was impressed by his focus on service. Service is at the core of how he built his practice, how he manages his...
“Never take life seriously. Nobody gets out alive anyway.” – Anonymous I believe the ultimate elixir for depression, stress, and pressure is humor. If you can keep a sense of humor, dealing with challenges and defeats is far easier. I find thinking of people in my life...
“Taking initiative pays off. It is hard to visualize someone as a leader if she is always waiting to be told what to do.” – Sheryl Sandberg This should be easy but it is something far too many practitioners fail to do. Ask for business from...
“The mark of a good conversationalist is not that you can talk a lot. The mark is that you can get others to talk a lot. Thus, good schmoozers are good listeners, not good talkers.”Guy KawasakiI really hated networking. You know what I’m talking about....
