We combine cutting-edge technology with coaching to create business development solutions that consistently generate high engagement from lawyers and ROI for their firms. Our e-learning program, Practice Boomers, has won LMA Your Honor Awards in both the US and Canada. Our pipeline management software, Practice Pipeline, has a 75% adoption rate among lawyers. And our coaching programs by The Ackert Advisory are tailored to the unique needs of your firm to ensure meaningful business development progress.
Practice Boomers is an award-winning business development training program that provides a robust video curriculum, actionable takeaways and meaningful performance metrics so your lawyers have the tools to build a booming book of business.
Practice Pipeline is a simple pipeline management tool for busy professionals who find CRM to be cumbersome. It combines a user-friendly dashboard with productivity metrics so that you can pursue new business without getting overwhelmed or stuck.
The Ackert Advisory
Our advisory delivers a wide range of strategic coaching and consulting, from executive roundtables and professional development programs to seminars and retreats. Our guidance is tailored to your needs so that your results align to your objectives.
Read the biographies of our distinguished faculty
Martin Gold, JD
Judith Gordon, JD
Susan Longo, MBA
Sim Saran, JD, MBA
Our Quick Tips offer succinct takeaways to give your BD a weekly boost.
Back in December, I posted my traditional New Years blog, inviting my readers to select three words that describe their focus for 2017. That way they would know, at least thematically, how to set their goals and expectations for the year. If you’re like most people, you haven’t thought about your New Year’s resolutions since[…]
As you go about your business development endeavors, you will occasionally receive referrals that are a poor fit for your practice. Perhaps the prospective client’s needs don’t align with your services. Perhaps their business (or budget) is too small. Perhaps they only agreed to meet as a favor to your mutual friend and have no[…]
Chances are, you’ve never actually had to drink from a fire hose. And yet, given your steady diet of email, you know exactly what it feels like. Email overwhelm is so severe that it requires a full-time focus just to keep up. And because you’re in the service industry, there is often a guilty compulsion[…]
It is often said that the only things you can truly count on are death and taxes, but when it comes to business development, there is another surety. Perhaps you’re already scoffing. After all, business development results are so unpredictable. The client who said they would engage you yesterday just hired your competitor. The referral[…]
Like any business developer, I appreciate the value of wining and dining. Whenever I’m attending an industry conference, I often host a dinner for a few dozen clients and prospects. It’s a great way to get to know people socially and explore business synergies in a low-pressure environment. But like any business endeavor, it’s important[…]
We’ve all experienced that unfortunate moment when a telemarketer gets past our secretarial and caller ID defenses and launches into their monologue. This is the worst kind of sales experience, both for the caller and the prospect, because it’s missing two key ingredients: Relationship Context Anyone who has learned how to develop business in a B2B[…]
Emoticons are taking over the world. They have winked and smiled their way into our correspondence, from the classic semicolon-parenthesis in our inboxes ; ) to the cartoonish faces that regularly punctuate our IM chats. This summer, they even get a vehicle film with The Emoji Movie. And while there’s no denying their popularity, I[…]
Dear Competitor, We only know each other by reputation so I hope you don’t take it personally, but I’m poaching your client. I ran into them at a recent industry event, and after asking a few questions I learned that they have been working with your firm for more than five years. During the first[…]
As memorable as you are, you and your fellow 21st century earthlings live in an era when the constant bombardment of information makes it impossible to keep anything “top of mind” for very long. Here’s an example: Assuming you read it, can you remember the subject of my last blog? How about the one before[…]
“What do you do?” This question is asked of us more often than any other in a professional context. Most of us respond with a high-level generic description of our profession. “I’m an M&A lawyer” or “I’m a CPA.” And while our answer addresses the question, it usually fails to engage our audience or capture[…]
Many argue that the most valuable asset at their firm is the expertise profiled on their website. I beg to differ. It is only their relationships that translate into the work that keeps the lights on and the profits healthy. And yet most firms invest significantly more in marketing their expertise and managing their work product[…]
If you google around for business development best practices, you will find a reference to the “7 touches” principle. The idea is that it takes an average of 7 meaningful interactions before a prospective client will engage you. These touches include your initial meeting and the various follow-up conversations that build trust and momentum over time. The logic[…]
Delegation is the key to growth. You can not develop new clients if your time is consumed with the needs of your current ones. This concept is challenging for partners who pride themselves on the quality of their work product. After all, their clients have come to expect a certain caliber of service. Surely they[…]
It’s a maddening thought, but somewhere out there someone is in trouble. They are losing sleep and money over a problem they cannot solve. They know they need help and are prepared to pay for it, but they can’t find the right person to advise them. Their problem happens to fall squarely within your area[…]
It’s hard to grow a practice with low-grade clients. You end up doing commoditized work at low margins with high-maintenance people who refer more of the same. If this sounds familiar and you find yourself at a lower plateau aspiring to higher ground, consider that in order to upgrade the sophistication of your clientele (and[…]
One of the most common detractors to business development momentum is a lack of follow-up. We conclude our business conversations with general, unactionable sentiments like, “let’s stay in touch” or “keep me in mind.” Days pass (or weeks or months) and it becomes crystal clear that no one is keeping anyone in mind for anything.[…]
Business development is a mysterious trade. It requires our time and our courage, and in return it offers the promise of new clientele. We enter into this trade with a leap of faith, recognizing that it will take some unknown amount of time before our initial efforts bear fruit. And when they eventually do, they[…]
Not everyone can compete in the Olympics. You have to be better than good. You have to be excellent. Not everyone can be a rainmaker. You have to be better than good (your competition is already good.) You have to be excellent. Sound daunting? It doesn’t have to be. But it does require an extraordinary[…]
There are those for whom success seems to come easily. We watch their rise with a pang of envy and wish we could somehow snap our fingers and have what they have. Perhaps for you, it’s someone in your business community. Perhaps it’s someone at your firm. In those moments when our own efforts are[…]
At the risk of sounding redundant, I’d like to propose that we have a dialogue about communication. You see, I am undecided and I could use your advice. Here is my question: Is it appropriate to call a referral source, client, or prospective client just to say “hi”? “Absolutely not!” goes one argument. Don’t ever call a business contact[…]