Business Development


Well Said!

Referrals: The Sales Investigation Meeting

By | Aug.31.15 | 3 Comments

Let’s recap where we left off last time: Your friend, Janice Brown, introduced you to a colleague, Jack, whom she believed to have a legal issue you could help with. Beforehand, you discussed with Janice whether …Continue reading »


The Friday Five

What Lawyers Need to Know about Online Reviews

By | Aug.21.15 | No Comments

Many law practices grow by traditional word-of-mouth, but it is tough to stay competitive if you don’t pay attention to the modern word-of-mouth — namely online reviews. According to a study Yodle recently conducted, three-quarters of consumers …Continue reading »


Christmas is Coming!

Pros and Cons of Digital Holiday Cards

By | Aug.12.15 | No Comments

With summer in full swing, it may be difficult to imagine Christmas and Hanukkah looming around the corner. But if the topic is holiday cards, it’s not too soon to knock a few big decisions off your to-do list. Should We …Continue reading »


Easy as 1-2-3

3 Steps to More Referrals

By | Jul.30.15 | No Comments

What lawyer doesn’t like getting good referrals? The potential client’s matter fits your practice, and he’s heard good things about you from the person who sent him over. You can build a steady stream of referral …Continue reading »


Easy as 1-2-3

4 Ways to Make Proposals and Pitches More Persuasive

By | Jul.28.15 | No Comments

Lawyers often need to use persuasive skills in their work — convincing a judge or jury with an argument, persuading another party in a contract negotiation, convincing a client to pursue a realistic path. Yet …Continue reading »


Easy as 1-2-3

5 Ways to Look Even Better on LinkedIn

By | Jul.24.15 | No Comments

If you’ve been away from LinkedIn for a while, or have just changed jobs or focus, it might be time to check out the social networking site’s new features and update your profile. Why focus on …Continue reading »


Play to Win

Marketing: Capitalizing on New Developments

By | Jul.16.15 | No Comments

After each recent Supreme Court ruling, I noticed a common pattern. Certain law firms would send an alert within hours, advising readers of the decision. Over the days that followed, other firms’ advisories would trickle …Continue reading »


The Friday Five

Stake Your Claim as a Legal Thought Leader

By | Jul.10.15 | No Comments

Go to law school. Work hard. Get a job at a big firm. The road map for becoming a successful lawyer used to be fairly predictable. But these days, many talented lawyers, uninspired by the …Continue reading »


Managing

Dressed Down: What Does Being ‘Professional’ Really Mean?

By | Jul.09.15 | 4 Comments

It’s something you hear when you’re starting your career (and something you’ll hear constantly, throughout your career, if you’re a nonconformist): “You have to be more professional.” Of course, that begs the question, just how …Continue reading »


The Friday Five

Publish on LinkedIn Pulse to Establish Expertise

By | Jul.03.15 | No Comments

Lawyers often lament: “I’ve been on LinkedIn for years, but I’ve never experienced any benefit from it.” What most mean is: “I’ve never gotten any work from it.” Lack of LinkedIn success is due to …Continue reading »