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“Strategic Thinking Cannot Be Taught” – Business Development Strategy

In George Gallup’s famous words, “Strategic thinking cannot be taught.” And since strategy is the 3rd of 36ixty’s 12 Essential Practices, we work with clients to identify where they need

Say Nothing, Do Nothing, Be Nothing – 6 Steps to Exceptional Leadership

“Criticism is something you can easily avoid — by saying nothing, doing nothing and being nothing.” –Aristotle In order to help clients grow business, the second of 36ixty’s 12 Essential

Branding: “If You Chase 2 Rabbits, You Will Not Catch Either One”

Branding is the first of 12 Essential Practices (36ixty) we use to help companies accelerate revenue. It combines your purpose, vision, mission and values all into a strategy and implementation

Are Managing Partners Really “Leaders”? (Part 2 of 2)

Following are 2 more questions asked by Nick Gaffney in the panel discussion for the December 14th issue of the ABA’s LAW PRACTICE TODAY. My responses follow. HOW CAN LAW

Are Managing Partners Really “Leaders”? (Part 1 of 2)

Based on an article in ABA’s LAW PRACTICE TODAY, (Dec. 14, 2015) moderated by Nicholas Gaffney, a member of the Law Practice Today editorial board and a veteran public relations

What To Do With Erratic Marketing Performance

If your practice groups or offices have inconsistent or erratic performance in developing new business, “light a fire” under them. Start with a few insightful questions that should get them

2016 – Business Development "Gut Check" III.

Market Changes and Technology Next in our series on setting a 90-day business development growth plan for Q-1 includes the following gut check question: Who in your firm is keeping

For 2016 – Business Development "Gut Check"

Successful Performing Assets As we move closer to 2016, your first quarter action program needs to be in place. By taking the last few “Business Development Gut Check” Posts, and

Business Development “Gut Check” of the Day

Referral Base Continuing with this series of “Gut Check” questions you should be asking about your firm’s business development opportunities and challenges, todays is: What under-valued relationships exist, such as

Business Development “Gut Check”

Is Your Business Development Suffering? Thomson Reuters Legal Solutions Blog November 6, 2015 For law firms struggling with growing new business, there is a learning curve marketing leaders (both attorneys

Provokers Pt. III. — Can They Really Close New Business?

Closing New Business From Allan Colman, Business Development Accelerator, Speaker and Author – Clients average a 60% increase in new business in 6 months. Third and last in this series

Business Development Leaders — Have You Been Provoked? Pt. II.

Business Development Leaders – Have You Been Provoked? Pt. II. From Allan Colman, Business Development Accelerator, Speaker and Author – Clients average a 60% increase in new business in 6

Provoking Business Development “Leaders” – Pt. I.

Provoking Business Development “Leaders” – Pt. I. There are too many articles being written about metrics for marketing and business development efforts without focusing on answers staring you in the

Are Your Firm's "Incentives" Lighting A Fire for New Business Development ?

Are Your Firm’s “Incentives” Lighting A Fire For New Business Development ? We often hear the following reasons from attorneys who do not want to market: * It’s unprofessional; *

Are You "Organized" for New Business Development ?

Are You “Organized” for New Business Development ? In order to bring in new business by combining marketing, business development and business generation skills, is your firm organized with: *

Is Your Firm Really Ready for New Business Development?

Is Your Firm Really Ready for New Business Development? In order to bring in new business, by combining marketing, business development and business generation skills, your “people” need to understand:

Is "Rainmaker" an Outdated Title?

“With all of the changes professionals face working to generate new business, from both clients, prospects and suspects, shouldn’t they now be called DEALMAKERS? With clients reducing the number of

Does Your Firm Have an "Enduring Competitive Advantage"?

Does Your Firm Have an “Enduring Competitive Advantage”? This often overlooked strategy needs to be recognized by all professionals. It requires energy, resources and time. But it is the key

Is Your Team Treating All Leads Alike?

Is Your Team Treating All Leads Alike? Simple question — are they marketing to the wrong prospects without discriminating between types and potentials of leads?

"Enduring Competitive Advantage" – What Does it Take?

“Enduring Competitive Advantage” – What Does It Take? What are the criteria you use to build a lasting or “enduring competitive advantage”? How closely do you track competitors and the

What Do Firm Leaders Need to Build Sustainable Revenue Growth?

What Do Firm Leaders Need to Build Sustainable Revenue Growth? Add to the list: 1. Learn what triggered clients cancelling relationships. 2. Are they pushing internal marketing? 3. Track what

What is Your Brand's Longevity?

When determining whether or not your brand has lasting power, “longevity”: 1. Do you look at the percentage of repeat and referred clients? 2. Does your firm’s culture match what

Allan Colman Named a Top 10 Speaker

Dr. Colman Named a Top 10 Speaker Dr. Allan Colman has been named a Top 10 Speaker by ISN Works. His featured keynote is “GOT LEADERSHIP – Transform Your Leaders

Made For Success Publishing Features Our CRAZY IMPACT – Leadership

Made For Success Publishing Features Our Leadership Anthology – CRAZY IMPACT   According to one reviewer, “Leaders never graduate from leadership. CRAZY IMPACT provides you with usable lessons to drive

Hold Your Firm Leaders Accountable

Think of it this way: if every “leader” in your firm generated only a 5% increase in their new business, with virtually no extra overhead costs needed, what a powerful