Business Development


Play to Win

Marketing: The Basics of Researching Your Target

By | Jun.23.15 | No Comments

The marketing director of a New York law firm told me about a meeting with the general counsel of a Fortune 50 company. His department had produced an advance briefing document for the lawyers, with …Continue reading »


Ask the Experts

Three Questions for the Legal Marketing Experts

By | Jun.10.15 | No Comments

Question: I’d like to do some advertising for my practice. Aside from the traditional routes like print ads and directories, what opportunities are out there? Tina Emerson: Advertising comes in many forms, and the print ad is the first that …Continue reading »


Website Marketing

Language to Keep Your Website Ethically Sound

By | Jun.03.15 | 2 Comments

You’ve spent thousands of dollars building and refining your law firm website, in hopes it attracts lots of new clients. But have you thought through the various legal issues surrounding the use of websites to market …Continue reading »


New Column: Well Said!

How to Stimulate Referrals from Every Matter

By | Jun.01.15 | 3 Comments

It’s not that we want to put words in your mouth. But it has come to our attention that sometimes people struggle with what to say when they ask for work, or try to deliver a specific …Continue reading »


Play to Win

Tips for Creating Some Marketing Discipline

By | May.28.15 | 2 Comments

When coaching attorneys, I ask them to identify their biggest marketing and business development challenges. Their issues run the gamut from not enjoying cocktail parties to recently having relocated. Some of the issues they name are …Continue reading »


One of a Kind

Compounding Returns for Content: An Evergreen Strategy

By | May.14.15 | 1 Comment

In today’s saturated marketplace of ideas, many law firms struggle to create content that connects with audiences suffering from information overload. Faced with this challenge, legal content creators have three options: give up, trudge on …Continue reading »


Online Marketing

What You Need to Know to Get Clients Online

By | May.06.15 | No Comments

It’s 2015, and consumers aren’t just wading through the Internet anymore.  They are swimming through information that can form their purchase decisions in an instant. If your firm doesn’t acquire quality leads through the use …Continue reading »


Business Development

Five Opportunities to Turn Gossip into Money

By | Apr.30.15 | 1 Comment

Even in the biggest cities, the legal community can be surprisingly small. Within a practice area everybody seems to know everybody else. Walk down your city’s legal Main Street or hang out at the courthouse, …Continue reading »


Law Blog How-Tos

Blog to Establish Your Expertise and Build Referral Networks

By | Apr.27.15 | 2 Comments

It’s difficult to see the connection between starting a blog, which is essentially dropping your words into a space on the Internet, and actually increasing the amount of business coming your way. Much hay has …Continue reading »


Play to Win

Expand Your Universe of Contacts

By | Apr.23.15 | 1 Comment

There are a lot of theories about what it takes to bring in business. One I always like to mention to lawyers is that it takes 10 to 15 good contacts to produce one client. Why so …Continue reading »