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.
Click below to read the biographies of our faculty
Judith Gordon, JD
Our Quick Tips offer succinct takeaways to give your BD a weekly boost.
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[…]
When I speak to groups, I often ask for a show of hands to this question: “How many of you regularly ask your clients or referral sources for business?” Consistently, only 10–15% of the audience raises their hands. The other 85% confess that they aren’t very proactive when it comes to growing their practice. They[…]
Being on LinkedIn is all well and good, but unless you know why, you can easily get stuck in an unproductive web of meaningless connections. For your consideration, here are four LinkedIn goals, along with recommendations on how to achieve them: Target: LinkedIn is a great way to target potential prospects and allies. Given that targeting[…]
Step into that time machine in your brain and think back 5 to 10 years. Who made up your inner circle of clients, friends, and referral sources back then? Chances are, most of them are no longer as predominant in your life. Perhaps they moved away. Perhaps you had a falling out. Or perhaps you[…]
Obviously, the objective behind a business mixer is to make new contacts, but if most of the room consists of new contacts, it can be difficult to break the ice. The people who know each other tend to pair up or cluster together in impenetrable cliques and before you know it, you’re standing awkwardly on the periphery wishing you had someone to talk to.
The proposal was simple enough: you look out for their interests, and they will look out for yours. But somewhere along the way, things got complicated. You sent them a few referrals without any quid pro quo. Or perhaps it was the other way around, and now you feel awkwardly beholden to one of your referral sources. […]
I don’t know about you, but I hate looking like an idiot. The feeling comes over me whenever I judge my actions as unpolished or poorly timed or just plain stupid. Then, when I seek out candid feedback from the people I trust, I often learn that I was being too hard on myself. I[…]
Stay top of mind with your key relationships by using the content marketing and prospecting techniques in this presentation from David Ackert and Manzama COO, Mark Hinkle.
Perhaps it’s just nostalgia, but those who have been in the game for a while swear that business development was easier back in the day. Quality work spoke for itself. Happy clients manifested repeat business. The phone rang all by itself. “Sales” was a dirty word. The competition was kinder. “Google” was the sound of a happy baby and “bing” was how you knew your[…]
Most of us follow a client meeting by diving back into our email. (After all, while we were chatting away with a live human being, twenty new messages funneled into our inbox.) But consider that you’d be better served by taking a moment to assess your progress in the relationship. Client loyalty lies not only[…]
As we go through life pursuing our various agendas, we occasionally lose sight of the fact that we are not at the center of the universe. Yes folks, there are other people out there whose priorities are just as important to them as yours are to you. And the irony is that focusing on their needs[…]
Most service professionals are resistant to the idea of selling. Sure, they’ll attend networking functions from time to time and keep their LinkedIn page up to date, but very few treat the pursuit of new clientele as if their future depends on it. I believe this is because many of the characteristics that make for[…]
Your prospects are getting worried about you. You don’t call. You don’t write. Meanwhile, they struggle with challenges that you could solve.
Yes, you make your living as an advisor to your clients, but you are also a client to the advisors you engage. You can gain insight into the client/advisor dynamic by examining how your needs are being serviced. Take a moment to reflect on your service providers: your consultants, your financial advisors, your doctors, maybe even[…]
Summertime can be a uniquely challenging time of year for business developers. Prospective clients are either out of town or distracted by family activities, so they’re generally slow to respond. But this is not the time to coast through the lull and wait for things to pick up again. This is an opportunity to sharpen your focus[…]
Whenever I speak to firm leadership, they express concern for the future. Can the next generation of business developers sustain the growth of the firm? After all, the landscape continues to evolve at an increasingly accelerated rate. Consider this: Ten years ago Tesla was a long forgotten inventor, fracking wasn’t even a common word (let alone a global[…]
Lest I come off sounding like your mother, let me start off by saying that I have committed all of the following faux pas at one time or another. On a few occasions, I’m pretty sure they cost me business. I have come to learn the hard way that even the best meeting can be[…]