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Call for Papers: Humanitarianism and Humanitarian Law: Reflecting on Change Over Time in Theory, Law and Practice

Introduction: The International Law Division and The Concord Centre for the Integration of International Law in Israel at the Law School, The College of Management Academic Studies; the Delegation of the International Committee of the Red Cross (ICRC) in Israel and the Occupied and Autonomous Territories and the Minerva Center...

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Tend relationships to grow your practice.

I've been doing a tremendous amount of business development coaching recently, and I often tell my clients that rainmaking is all about relationships.  I also tell clients that good relationships, personal or professional, should be nurtured - even that low-level employee of a corporate client may prove to be a...

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What’s the best way to grow your practice?

One of the keys to success is practice is efficient and effective action.  We all know that's true in billable work, and we study time management and time mastery to find ways to optimize daily activity. Nowhere is this principle truer than in business development.  Most lawyers don't get excited at the prospect of undertaking rainmaking activity, and thrashing about aimlessly (meaning, inconsistently and without a solid strategy) is almost guaranteed to produce poor results.  And poor results tend to produce a heavy sigh and a, "See, I knew I'm...

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The 29% Solution: 52 Weekly Networking Success Strategies by Ivan Misner

I heard a lot of response to last week's suggestion that networking is the most important thing a lawyer can do to grow a practice.  A few disagreed with my assessment, but most responded by asking how to network well.  Some introverts mentioned their discomfort in walking into a room...

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Fierce Conversations by Susan Scott

Have you ever been in one of those deadly conversations in which a lot of words fly about and yet nothing happens?   Or when decisions are made and strategies are crafted, but everyone sitting around the table knows that nothing will actually change because everyone is talking around the real...

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The Essential Little Book of Great Lawyering by James A. Durham

The Essential Little Book of Great Lawyering is aptly named: at just 52 pages (including the title page, copyright, and table of contents), you'll need less than an hour to discover the essential skills of great lawyering.  Some readers may be wondering why anyone would need a book to learn...

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How do you ask for business?

How do you ask for business?  We all know intuitively (or through training) that those who don't ask typically don't get business.  However, many lawyers are leery to come out and ask for business explicitly, and rightly so. Asking can disrupt a relationship if the answer is "no," and, under...

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Who Is Your Ideal Client?

While in Teton National Park last week, I noticed a trend among serious hikers.  I parked at several trailheads during my vacation, and I noticed that the parking lots for the more intense hiking trails featured a surprising number of Subaru cars, all with outdoorsy names like Outback.  I've never...

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Top 10 Tips to Overcome Overwhelm

Overwhelm can tank a day faster than just about anything else.  When you have more email than you can handle, an out-of-control task list, and phone calls that just won't stop, it's almost impossible to operate effectively.  Even if you manage to limp along, you may find that you're distracted...

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Do you have the right rainmaking mix?

Before engaging in any rainmaking activity, you must determine the investment to payoff ratio.  Simply put, what results will your investment of time and energy buy you?  Is there another activity that likely has a better yield? Your goal is to determine whether a given activity is likely to move...

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Leadership That Gets Results by Daniel Goleman

Daniel Goleman gained notoriety in the mid-1990s for identifying competencies related to "emotional intelligence," or the ability to perceive, regulate, understand, and work with emotions to enhance leadership.  Those competencies are self-awareness, self-regulation, motivation, empathy, and social skill. Based on research by the consulting firm Hay/McBer, Goleman identifies six distinct...

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