Mike O'HoroFore! Golf as business development metaphorMy co-founder described himself as a terrible golfer, because he’s not very good at two of the three main aspects of the game. “Hitting…Mar 19, 2020Mar 19, 2020
Mike O'HoroLawyers: You won the beauty contest. So, where’s the work?We’ve all seen it: After a lengthy sales process or competition, the client selects your firm; you win. However, weeks turn into months…Mar 11, 2020Mar 11, 2020
Mike O'HoroLoyalty: Insider vs. outsiderLoyalty cuts both ways. You want your clients to be loyal and remain with you. Yet you also want other lawyers’ clients to be less loyal…Mar 10, 2020Mar 10, 2020
Mike O'HoroLawyers: Are you merely an “expert for hire” or are you a “trusted advisor”?How many of your clients think of you as being essential to their growth and profits? How many of them see you as a cost to be carefully…Mar 5, 2020Mar 5, 2020
Mike O'Horo“Product-centrism”: Another self-created business development barrierTalking about your product or solution creates obstacles to getting business. Talking about your prospect’s business problem creates a…Mar 3, 2020Mar 3, 2020
Mike O'HoroThink rainmakers are lucky? Make your own luck.Not long ago, I was speaking with a client who has built a wonderful book of business. She was very proud of her progress, and rightfully…Feb 28, 2020Feb 28, 2020
Mike O'HoroLawyers: Formal vs. informal writingThe difference between legal work-product writing and letters, memos, articles, blog posts, and other communications is that legal writing…Feb 27, 2020Feb 27, 2020
Mike O'HoroSelling is a complex skill, like “lawyering”There are no natural marketers or salespeople, only disciplined, committed people who acquire the necessary skills, then put forth…Feb 26, 2020Feb 26, 2020
Mike O'HoroLawyers: Pricing & project management help from a software geekDespite some lawyers’ insistence to the contrary, few of the challenges that lawyers encounter are unique to the law business.Feb 25, 2020Feb 25, 2020