March 2017


  When I was a kid, my family was fortunate enough to have a small motorboat that we used to explore the Chesapeake Bay. We used to fish for crabs, enjoy going fast over waves and anchor in coves where we could swim. In theory, swimming in the bay was exciting. In my personal reality, however, it[…]

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  The hardest lesson I’ve ever had to learn is that we cannot control others. This struggle is not mine alone. It is, indeed, a challenge for most people with whom I’ve come in contact. We try and try in vain to master others’ actions, and then try again. Gosh, do we try. Even magicians[…]

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  Yesterday I had a professional epiphany during a client meeting. I, along with many of my clients and colleagues, had been working on the assumption that if a professional was properly motivated, they would, of course, be able to hold themselves accountable. My professional experience is now is telling me otherwise–that this is not[…]

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Let’s face it, no one goes to law school to learn how to sell, market or wear a “rainmaker” hat. Even the most gregarious, articulate and outgoing litigator struggles with business development. Why? Because for many attorneys, “business development” and “marketing” are euphemisms for a fear-inducing four letter word: S-E-L-L. The “S” word is enough to[…]

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A common exchange at a law/accounting/engineering/consulting firm StrategyHorse engagement:   “So, will you please tell me why you became a partner?”   …I don’t know. It seemed like a good idea. Better title, more autonomy, a share in the profits.   “Do you know why you were invited to join the partner group?”   [shoulders[…]

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Ambassadors. Advocates. Cheerleaders. Evangelists. All terms that describe avid fans. Fans of what? Your brand. Your value proposition. Your unique value. It is easy to look externally to generate growth. Those in the marketing world have made their gazillions getting us to do this. Unfortunately, however, so much time and energy gets focused on the[…]

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NETWORKING. This one word instills paralyzing fear in so many people simply because the concept, at its core, is vastly misunderstood. The cheap and common understanding of this word is “meeting people with the purpose of getting them to contribute to the growth of one’s business, whether through direct prospecting or referral generation”. In other[…]

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“Could you please provide us with three names to consider for this opportunity?” If you are someone who prides themselves as being a thoughtful connector or trusted advisor, you have likely received this request on a fairly frequent basis. “So, how’s business?” I asked my friend as we sat down to our quarterly networking catch-up-coffee. “It’s[…]

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