Mike O'HoroLawyers’ clients: “I’m not in the business of buying legal services.”During the 20-year bull market for legal services that ended in 2008, it probably seemed to many lawyers, particularly those in BigLaw…Feb 18, 2020
Mike O'HoroLawyers: To make cross-selling easy, first think like a grocerLawyers struggle to cross-sell the other services offered by their firms, or those offered by referral sources whom they’d like to repay…Feb 14, 2020Feb 14, 2020
Mike O'HoroThe “Deadly Assumption” in lawyer marketingThe “Deadly Assumption” means assuming that the prospect should buy what we’re selling. Why is this deadly? Because it usually means we…Feb 6, 2020Feb 6, 2020
Mike O'HoroBusiness development: To make big progress, take small stepsOf the many problems that cause sales to collapse, one of the most controllable is the pace at which we try to advance.Jan 28, 2020Jan 28, 2020
Mike O'HoroLawyers’ clients: “I’m not in the business of buying legal services.”During the 20-year bull market for legal services that ended in 2008, it probably seemed to many lawyers, particularly those in BigLaw…Feb 18, 2020
Mike O'HoroLawyers: To make cross-selling easy, first think like a grocerLawyers struggle to cross-sell the other services offered by their firms, or those offered by referral sources whom they’d like to repay…Feb 14, 2020
Mike O'HoroThe “Deadly Assumption” in lawyer marketingThe “Deadly Assumption” means assuming that the prospect should buy what we’re selling. Why is this deadly? Because it usually means we…Feb 6, 2020
Mike O'HoroBusiness development: To make big progress, take small stepsOf the many problems that cause sales to collapse, one of the most controllable is the pace at which we try to advance.Jan 28, 2020
Mike O'HoroLawyers: Delete the word “client” from your vocabularyWhy delete the word “client” from your vocabulary?Jan 13, 2020
Mike O'HoroLawyers: Eliminate the 30% of sales pursuits that will prove futile — No DecisionNobody has time to chase business development mirages. Yet salespeople of every description — not just lawyers — do just that, wasting…Jan 10, 2020
Mike O'HoroNetworking: Avoid introduction faux pasThe business meet-and-greet scene is fraught with potential pitfalls, even for the most confident among us. Here’s how to reduce the risk…Dec 5, 2019
