Being realistic, not all marketing and business development efforts will be great success stories. For every fantastic client landed there will always be one that chose your competition and for every great article sent to a colleague there will be one or two that slipped through the cracks. The key is to always be aware

Recently one of my consulting clients came to me with a familiar dilemma. One of her friends had been referring her business… just not the kind of business she wanted. Rather than understanding the type of business this attorney was looking for, she was constantly calling her with cases she asked her to take on