Business Development


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 »


Optimize!

Online Reviews: Begin (But Don’t End) With Service

By | Apr.20.15 | No Comments

Last week at ABA TECHSHOW in Chicago, Allison Shields and I chatted with lawyers about shaping their online narratives. By now, you should understand that online reviews are part of the new word of mouth. You should also …Continue reading »


One of a Kind

Are You Being a Lawyer or Building a Practice?

By | Apr.16.15 | 3 Comments

There’s a tricky balance that lawyers need to strike: staying focused on the “task at hand” while keeping an eye on the future. The task at hand involves acquiring technical skills — drafting, negotiation, deposition-taking — at a …Continue reading »