Business Development


One of a Kind

Experiment Your Way to Legal Marketing Success

By | Jan.15.15 | 3 Comments

Business plans. Marketing plans. Professional development plans. The hard drives and filing cabinets of lawyers are littered with them. For some, developing a plan is a worthwhile exercise and a means to a desired end: …Continue reading »


Play to Win

Take Stock of Your Marketing and Business Development Activities

By | Jan.05.15 | No Comments

One of my favorite quotes is, “If you keep on doing what you’ve always done, you’ll keep on getting what you’ve always got.” Although a bit inelegant, this phrase is particularly apt with respect to …Continue reading »


merry marketing marathon

How to Really Impress People Online: Relationships and the Web

By | Jan.02.15 | No Comments

Your relationships with clients, colleagues and other referral sources ought to be the focus of your client development process and your web presence. Lawyers regularly ask me questions about the secrets of law firm Internet marketing. …Continue reading »


merry marketing marathon

Useful Online Marketing Resources for Lawyers

By | Dec.31.14 | 4 Comments

You already know that Internet marketing for your law firm comes with many challenges. The biggest is simply determining what you need to do and how to get it done in the time you’ve allotted. …Continue reading »


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 »