Archive for the ‘Connecting People’ Category

Stand With Staten Island – Hurricane Sandy

  My hometown of Staten Island was hit especially hard by Hurricane Sandy.  The water went more than a mile inland, and flooded tens of thousands of homes.  Approximately one quarter of the deaths from Sandy occurred on Staten Island. I created a campaign called “Stand With Staten Island”, to raise money help those affected, […]

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Check out my monthly column in “Law Practice Today”!

Just a quick update to let you know that I’ve started writing a monthly column for “Law Practice Today,” a webzine that’s published by the Law Practice Management section of the American Bar Association to approximately 60,000 law firm managers. My first two columns, “Law Firm Leadership: Creating a Culture Where People Do What They […]

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Making Connections: What Makes an Introduction Stick?

[really_simple_share]What do you think makes an introduction stick? Is it whether the people being introduced are a good match, or is it something about the person who makes an introduction that matters most?

If you are like me, you rarely get through a week without being on the receiving end of at least one “email introduction”.

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Why is it more difficult to gain trust from some people than others?

[really_simple_share]At least since I became a patent lawyer, and perhaps earlier, I’ve always been fascinated by why some people were so easy to connect with – both professionally and personally – while others were not. Why some people naturally trusted me and became clients, while with others it felt like there was some type of trust barrier that I couldn’t explain. With the first group, from the moment we met, there was instant rapport. It seemed so clear we would be working together. Many of them were thrilled and thankful to be working with me. With the second group, from the moment we met I felt their skepticism. And no matter what I did, I could never overcome it or explain it – that is until now.

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