Business Development


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 »