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…3 min read·Mar 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…3 min read·Mar 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…4 min read·Mar 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…4 min read·Mar 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…3 min read·Mar 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…3 min read·Feb 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…4 min read·Feb 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…4 min read·Feb 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.4 min read·Feb 25, 2020----
Mike O'HoroLawyers: Selling with integrity“There is no market for pitches.”3 min read·Feb 20, 2020----
