Most intellectual property lawyers assume their problem with business development is motivation. They tell themselves they need more discipline, more consistency, or more grit. But that assumption is often wrong. As I shared in a recent LinkedIn post, when BD feels hard, motivation usually isn’t the problem. Friction is . Most lawyers aren’t unmotivated; they’re overloaded. Reducing unnecessary friction often makes more difference than trying harder. 👉 If this resonates, read the full...

If you manage international portfolios, you already know how much work flows out of your firm. This can include PCTs, national phase entries, foreign trademarks, oppositions. But have you ever stopped to look at how much comes back in from the foreign associates you are using? That’s where the reciprocity rule comes in. And no, I’m not talking about the social norm your parents taught you about returning dinner invitations or thank-you notes. This is business reciprocity , the...

How IP Practitioners Can Build a Steady Referral Pipeline If you’re an IP practitioner looking to grow your practice, chances are you’ve been told to “get more referrals.” But a referral pipeline doesn’t just magically appear. It’s a deliberate, strategic network you build - and maintain - over time. The good news? Done right, it can become one of your most reliable and rewarding sources of work. In this edition of Beyond the Application , I’ll walk you through how to identify the right...