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No more invisibility cloaks, transition requires your continued involvement and a lot more of the same!

16 Sep 2020

Many of the team and departmental BD meetings I’ve been in over the years have had one or two (admittedly a small and, thankfully, decreasing percentage) lawyers/accountants/attorneys who looked like they were sitting under their own invisibility blankets. You could almost see their thoughts as they looked at the floor, shuffled papers and nodded at the right times ...
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For a lawyer or an accountant what exactly is business development?

29 Jul 2020

A lot of solicitors, accountants, patent and trade mark attorneys and barristers are asked to ‘do’ business development. The only problem is this instruction often comes without any real explanation of what business development is. The main reason for this is the partners/directors/clerks doing the asking have their own views on what business development is. These views will undoubtedly vary from person to person but they’ll probably boil down to the same thing – what’s always worked for them. However, BD is a personal thing and if a lawyer, accountant, attorney or barrister is going to become an effective business developer, they need to find out what works for them ...
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What skills does a lawyer or accountant need for business development?

28 Jul 2020

When we talk to the solicitors, accountants, patent attorneys and barristers we work with about business development (whether they’re getting started or wanting to get better at BD) one of the topics we’ll invariably get on to is what’s required to be good at business development. Hopefully, it will come as some relief that there are many answers to that question (depending on your practice, your audience and your own skills and preferences). Better still, all of those answers are not linked in some way to being an extrovert who’s never more comfortable than when they’re selling their wares in front of an audience!
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What will our personal BD plans for the next quarter look like? Pt 5: Building profile in the press

14 Jul 2020

In the first part of this series we looked at content marketing but it was purely from a self-publishing perspective. The other side to the content coin is to find external opportunities in the publications and on the websites you know your clients and targets are most likely to read/visit. While your website and social media will create an audience for your blogs and articles unless you are actively managing all of the elements that influence your SEO that audience is likely to be largely made up of people who already know you. If you can get into a magazine or on to a website the sectors or geography you’re focusing on regularly read, you will be able to talk to a brand new audience …
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What will our personal BD plans for the next quarter look like? Pt 4: Podcasting

07 Jul 2020

So far in this series we’ve been looking at how you may want to do the things you’ve always done - content, networking and speaking - in a way that’ll work given the current restrictions. Today I’d like to look at something you may not have done before but something many solicitors, accountants, patent and trade mark attorneys and barristers have been experimenting with more and more over the last couple of months – podcasting.
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What will our personal BD plans for the next quarter look like? Pt 3: Speaking

02 Jul 2020

Public speaking has always been an effective and time-efficient way to build your visibility and create new opportunities while you position yourself as an expert in your particular field. Although it’s impossible to say when we’ll be able to get back in front of a physical audience again, speaking still has a very important part to play in any well-balanced personal business development plan. However, given the current restrictions, you are just going to have to do your speaking in a different way.
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