In Part 1, I talked about the dilemma facing most lawyers when asked to involve themselves with business development. If you want to be good at BD, it helps a lot to be an optimist. But, since most lawyers are uber-pessimists, we struggle with BD and find ourselves with practically zero persistence.

Lawyers know that business development requires a handful of sales skills, a pinch of luck, and a boatload of persistence. Freaking BD persistence… it’s a serious problem for all of us. We didn’t go to law school to do sales.

When you get up to present at a conference, what is your goal? Since lawyers are addicted to billable hours, you are probably gambling some non-billable time with the hope of landing some legal work. To accomplish this, you want to sell yourself to potential clients as a competent, trustworthy, and mildly entertaining lawyer.

Although in most respects the law firm business in Central Europe is on par with other sophisticated practices in the rest of the world, coaching is one thing that has not been as widely adopted as elsewhere. This article addresses the questions of what coaching is, what it offers lawyers and law firms, and whether it should be more widely embraced by the legal profession in Central Europe.

In December of 2021, I had the pleasure of attending the CEELM Winter Ball, a festive event filled with good food and great discussions. Although I truly enjoyed this opportunity to catch up with old friends, I also found it fascinating to observe lawyers operating outside of their office comfort zone by partaking in the mysterious ritual of networking.

The following situation would cause me to pull my hair out – if I had any left.

When we think of a crisis, what usually comes to our mind is an unexpected, negative event, with a limited duration.

After billing 500 hours for the past month, you finally found some quality time to write an article for your loving clients. After you send it out, you watch your phone with bated breath, anticipating that avalanche of new business that’s just about to pour in. Then, nothing.