Business Development


merry marketing marathon

How to Make Speaking Engagements Pay Off

By | Dec.30.14 | No Comments

Let’s say you’ve been invited to speak at the annual meeting of a group of not-for-profits next month. Specifically, they want to know what, if anything, they should be worrying about relative to your specialty …Continue reading »


merry marketing marathon

How to Build Your Practice: Business Development for Associates

By | Dec.29.14 | No Comments

I remember when partners would say to associates, “Don’t worry about getting business. Just spend your time doing the work and learning your craft.” Then, firms would make someone partner and tell them to build …Continue reading »


Merry Marketing Marathon

How to Define Your Personal Brand

By | Dec.26.14 | 1 Comment

Branding. It’s one of the most overworked and overanalyzed topics in the marketplace of ideas. Paradoxically, or perhaps consequently, it’s also one of the most misunderstood. This misunderstanding isn’t a definitional one. There’s a general …Continue reading »


Merry Marketing Marathon

Rainmaking: How to Skirt the Social Dilemma

By | Dec.24.14 | No Comments

During the holidays we all find ourselves spending less time with business contacts and more with family, neighbors and friends — but that often includes people with whom we also wish to do business. It …Continue reading »


merry marketing marathon

How to Nail Your Elevator Speech

By | Dec.23.14 | 2 Comments

Question: I need help with my “elevator speech.” When I begin to tell people about my practice, I tend to get flustered and embarrassed. Do you have any advice that would help me feel more …Continue reading »


Merry Marketing Marathon

How to Suck at Networking

By | Dec.22.14 | 1 Comment

If you’re a law firm owner or partner, you know the drill — when you’re not working in your business, you should be working on your business. For most of us, that includes a lot …Continue reading »


Ask the Experts

I Hate Public Speaking! Is It Worth the Effort?

By | Dec.15.14 | 4 Comments

Question: I hate public speaking, but I do it because I’m told it’s good marketing. But when I take days to prepare for a single speech that brings me no new business, I’m inclined to …Continue reading »


One of a Kind

Bad Growth: Destructive to Your Law Practice

By | Dec.02.14 | 2 Comments

The focus of “One of a Kind” has been on growth. Growth that’s good. The steps and strategies identified in prior posts — establishing a niche expertise, a compelling personal brand and a robust content marketing strategy — will …Continue reading »


Law Practice Management

20 Law Practice Empowerment Tips

By | Nov.18.14 | 1 Comment

At the American Bar Association’s annual GPSolo National Solo and Small Firm Conference in October, practice management experts Peggy Gruenke and Alan Klevan presented “60 Practice Empowerment Tips in 60 Minutes” —  focused on the nuts-and-bolts …Continue reading »


One of a Kind

Wisdom Marketing: Building Trust, Loyalty and Respect

By | Nov.03.14 | 4 Comments

“Click.” Did you hear that? That “click” was in your reader’s head. It’s the proverbial light bulb moment when something you wrote resonated and registered with your audience. Someone has taken notice. You’ve just formed …Continue reading »