Fangirling: “How to Change” by Katy Milkman

We’re all about helping lawyers avoid random acts of marketing. Check out these science-backed suggestions for making small change:

These tips could really spark that BD Habit of being in touch with the people on your capital “L” List  your prospects, clients and connectors. We coach our clients to look at this list of humans every day and feel the burn, to borrow a workout theme. Yep, it’s hard work. When you are checking your relationship pipeline every day, the rest of your business development plan will become clear. More focus on one-to-one actions, strategic effort on one-to-many tactics. And yes, we think your acts of business development can be capital “F” Fun (See tip number 4). Get your list on paper, test a few of these habit-change tips, and start doing a daily thing to move a relationship forward.

Recommended Reading: Article | Book “How to Change: The Science of Getting from Where You Are to Where You Want to Be.”

2022-02-05T18:02:34+00:00January 5th, 2022|Fangirling|

Fangirling: NEW Adam Grant TED Talk

In a new TED Talk, Adam Grant makes a case (with research!) for the power of Mastery, Mindfulness, and Mattering to achieve “Flow” an antidote to Languishing. 🤍 We loved the bit about mastery not needing to be a huge accomplishment. Small wins are key to motivation.


When it comes to business development, we coach lawyers to spend 60-70% of their time in the relationship-building stage of a new business pursuit. And, we caution not to get stuck measuring progress by “dollars in the door”  a lagging indicator of success.

Instead, we can score our success and sense of accomplishment by looking for leading indicators those 7-14 touch points that are small wins in moving the relationship forward. Depositing value into relationships can be done in small bites, with intention, in ways that matter most to the other person.

These are the best moments in BD coaching. The little wins we celebrate. The habit changes taking hold. The uncomfortable moves that turn out okay.

2022-02-05T18:02:03+00:00November 5th, 2021|Fangirling|

Fangirling: The GO-GIVER

While there are many great books and articles that members of firm leadership should read, one little book has captured my heart The GO-GIVER by Bob Burg and John David Mann. As consultants helping attorneys and law firms reach their goal of ultimate client satisfaction — because happy clients are loyal clients who give you more work and refer you to others  Jen and I beat the proverbial drum about the importance of client service. You will hear us talk about the giver mindset and how that small shift in your thinking and approach to marketing and business development can have big results. No one wants to be “sold” but everyone likes to receive value. But what is value to your clients? And is what you’re giving aligned with what they want and expect? The Five Laws of Stratospheric Success that this short yet powerful little book offers will have you rethinking your approach to everything you do (okay, maybe not everything but close to it). Here’s a taste of how lawyers can think about these 5 laws. I give this book my highest recommendation. If you read it, like it, and want help putting these Laws into effect at your firm, call us and we will help! Cheers, Leslie

2022-02-05T19:50:08+00:00June 15th, 2021|Fangirling|