Business Development


17 Things I Wish I Knew as a First-Year Associate

By | Mar.11.14 | 2 Comments

A family friend will be graduating from law school this spring and starting his career at a large law firm next fall. Asked to provide some advice, I started compiling tips and rec[...]

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Play to Win

Get Feedback from Your Clients

By | Feb.20.14 | 2 Comments

In the legal industry, there is much discussion but scant implementation on the issue of client feedback. Research shows that few firms make the attempt to gather client feedback i[...]

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Marketing & Business Development

Get Back to Basics for Better Business Development

By | Feb.19.14 | 2 Comments

The practice of law is stressful. And complicated. And, at times, frustrating. Legal marketing and business development need not be. Here are a few back-to-basics tips designed[...]

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Intake Call Misses

Listening In: The Client Prevention Department

By | Feb.06.14 | 1 Comment

During a recent intake call training session, the COO of a large PI firm in New England bragged, “We convert 90 percent of the cases we want." An hour later, after we played four[...]

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Managing

Magic Bullet Theory: The Social Media Problem

By | Jan.30.14 | No Comments

When stalking canonical monsters, you get to pack light. For the most part, there’s only the one item you’ll need to finish the job, assuming you can get close enough, and so l[...]

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Communication Skills

How to Look Them in the Eye

By | Jan.23.14 | No Comments

There's no getting around it. As a lawyer, you must be able to meet the gaze of everyone you speak to, and you should always make eye contact when addressing an audience. Easy to [...]

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