Business Development

Well Said

How to Speak to Your Dream Client

By | Sep.28.15 | No Comments

Recently, a lawyer who said he’d “been given the chance to meet with my dream client” asked for help preparing for that meeting. He allowed that, “they’re not adding any new panel counsel yet, but …Continue reading »

Play to Win

Expertise Marketing: The Value of Credentials

By | Sep.24.15 | 1 Comment

Recently, I was talking with a lawyer who had been referred a very nice piece of business right in her practice sweet spot. She said to me, “I don’t even know how they heard of …Continue reading »

Your Law Firm Website

A Definitive Guide to Website Hosting

By | Sep.23.15 | No Comments

Website hosting basics are important to anyone with a website. Sure, the topic is about as thrilling as discussing dental hygiene, and the details may seem confusing when you start talking with your website designer …Continue reading »

Content Marketing

Content Syndicators Find Readers for Lawyers’ Writing

By | Sep.03.15 | 3 Comments

When lawyers and law firms get focused on “creating content” (for those of you living in caves, that’s what “writing” is now called), they think mostly about the subject matter. And that makes a lot …Continue reading »

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 »