Too many lawyers think they've done business development when they've only engaged in marketing. I've been to Antarctica, but never to the South Pole. In both cases, the differences matter a lot.

Business development doesn't have to feel cold. Warm up your prospects through these five principles.

In our uncertainty about what to post, it's easy to miss the most powerful part of LinkedIn. Try these five LinkedIn actions to bring people closer.

Too many firms spend too much time and money on misaligned RFP responses. Three criteria help firms and response teams make go/no-go decisions.

The lunch-and-learn format can create awareness, but it doesn't lead to behavior change. For that, look to cohort-based trainings.

It's important to build healthy business development habits. It's equally valuable to go dark at times.

We all have strong feelings about money and how and when we talk about it. In proposals, sooner is better.

Lawyers excel at helping others, yet too often deflect when offered help. Be ready to accept help, and go one farther: advise helpers on what you actually need.

It's easy to ignore BD when you are busy. Here are small things you can do to stay visible to your priority contacts even when work is overwhelming.

When done right, there is tremendous brand power in declining work. It might just be the key to a healthy, thriving practice.

Whether you're babysitting or solving complex business challenges, business development fundamentals remain the same.

The right role on the right board can open doors you'd never imagine and lead to rewarding personal and professional opportunities.

What's on your retreat speaker wish list? Here are five suggestions to look for as you line up your next business development speaker or training.

Showing up as a marketing or business development expert to lawyers requires calculated risk. Take steps to build comfort with that risk.

Cross-selling should never be a "ready, fire, aim!" exercise. Evaluate a potential cross-sell for these four conditions before pitching a client.

Flip the script–literally–to make your next key marketing or business development hire.

Think you know your personal brand? I challenge you to reconsider, in a completely unexpected way.

Have you thought about what external market conditions mean for your role in supporting lawyers? It's time.

Discounts disproportionately decrease profit. Lawyers tend to overlook this simple yet inconvenient truth when trying to land new work.

Success seems limited when we view it a certain way. Good news: we can open our perspectives to create more winning opportunities.