In "The Shortlist," David Ackert presents a strategic approach to business development, emphasizing the importance of prioritizing key relationships over amassing numerous superficial connections. The book provides a framework for identifying and nurturing high-value contacts, including clients, referral sources, and prospects. Ackert's insights are based on extensive research and data analysis, offering practical tools and techniques for building meaningful relationships. The book guides readers through the process of creating a personalized shortlist and developing a plan for engaging with each contact effectively. It's a valuable resource for professionals seeking to enhance their business development efforts.
Heidi K. Gardner's "Smart Collaboration" offers a practical framework for professionals to enhance teamwork and achieve better results. The book emphasizes the importance of breaking down silos and fostering cross-functional collaboration. It provides actionable strategies for building strong relationships, aligning goals, and navigating complex organizational structures. Gardner's research-based insights help readers understand the dynamics of collaboration and develop effective communication skills. The book is a valuable resource for individuals and teams seeking to improve their collaborative efforts and achieve shared success.
In this episode, Steve Fretzin and David Ackert discuss:
- The importance of strategic networking
- Leveraging existing contacts for business growth
- The role of influence and prioritization in business development
- The psychology behind relationship building
Key Takeaways:
- Attendees should prioritize learning about others, finding strategic partners, and providing value instead of aggressively selling, as networking is about relationships, not transactions.
- Rather than amassing connections, professionals should build a “shortlist” of key clients, dormant contacts, and high-value prospects for deeper, more meaningful engagement.
- Research shows it takes about 14 interactions from first contact to first contract, so business developers must stay consistent and strategic instead of giving up early.
- The best strategic partners should be assessed on chemistry (rapport), commerce potential (key contacts), capabilities (competence), and collaboration (willingness to reciprocate).
"What we found is that it generally takes our successful users about 14 interactions between first contact and first contract." — David Ackert
Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name!
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Episode References:
Smart Collaboration by Heidi K. Gardner: https://www.amazon.com/Smart-Collaboration-Professionals-Succeed-Breaking/dp/1633691101
About David Ackert: David is the Co-Founder and CEO of Ackert, Inc. and PipelinePlus and a respected business development thought leader. For over two decades, he has pioneered revenue acceleration programs for professional services firms and founded ventures like Legal Lift, the MLR100, and PipelinePlus. His award-winning programs and software have been featured in NLJ’s Technologies on the Rise. A sought-after speaker, he keynotes partner retreats, industry conferences, and lectures at USC, Carnegie Mellon, and UCLA School of Law. He is also the author of The Short List and a contributor to The Wall Street Journal, Above the Law, and Law.com.
Connect with David Ackert:
Website: http://www.pipelineplus.com/
Email: david@pipelineplus.com
Book: The Short List by David Ackert: https://www.amazon.com/Short-List-Business-Development-Focusing/dp/B0DCQ2Q8MS
LinkedIn: https://www.linkedin.com/in/davidackert/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
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