Business Development


Attorney at Work Classic

One-Word Business Development

By | Feb.22.16 | 1 Comment

Some years ago, I conducted a half-day workshop on business development at an AmLaw 100 firm’s retreat. I closed the session by saying the following: “If you don’t remember anything else we have discussed in …Continue reading »


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Build It! The New Associate’s Guide to Business Development

By | Feb.12.16 | No Comments

Big firm or small, trials or deals, there’s a single question the partners ask about young associates: “Is she a keeper?” And, while legal skills certainly count, we all know what ultimately swings the pendulum on …Continue reading »


One of a Kind

Intrapreneurship: The Junior Associate Path to Business Development Success

By | Jan.28.16 | 2 Comments

It’s widely accepted that law schools don’t do a very good job — or in many cases don’t do anything at all — to teach law students how to develop business. Many commentators lament this failure, criticizing …Continue reading »


Play to Win

Increasing Contact With Clients

By | Jan.21.16 | 2 Comments

The more I conduct client feedback interviews, the more I realize how few quality contacts lawyers make with their clients outside the substantive legal work being done. The number of times clients fumble for the …Continue reading »


Marketing on a Shoestring

The Small Law Firm Success Story

By | Jan.07.16 | No Comments

Not every small law firm can afford a full-time marketing director. But what the right marketer can produce with a minimal budget may surprise you. A case in point is the Law Offices of Peter …Continue reading »


Connect the Dots!

How to Chat at Networking Events

By | Dec.29.15 | No Comments

Cat got your tongue? Our special two-week holiday series, “Connect the Dots: A Lawyer’s Guide to Networking,” continues today with good tips on starting and sustaining conversations.  You’ve heard about the elevator speech, the 30-second intro …Continue reading »


Connect the Dots!

How Evernote Helps You Network in a Crowd

By | Dec.28.15 | No Comments

Last spring at ABA TECHSHOW 2015, Philippe Doyle Gray presented his method for using Evernote to manage contacts, especially during events. We asked him for an update on how to do that — and here …Continue reading »


Connect the Dots!

Networking Times Five

By | Dec.24.15 | No Comments

Networking, the art of connecting the dots in a way that both builds your practice and helps people find solutions to their problems, is an evergreen topic of discussion among lawyers. From “I can’t do …Continue reading »


Connect the Dots!

Networking on the Road

By | Dec.23.15 | No Comments

A busy travel schedule can be good for business development. Ruth Carter tells how she does it in today’s installment of “Connect the Dots: A Lawyer’s Guide to Networking.” Looking over my calendar from 2015, I noticed …Continue reading »


Connect the Dots!

Lay the Groundwork for Effective Personal Networking

By | Dec.21.15 | No Comments

Dust off your dancing shoes: Our special two-week holiday series, “Connect the Dots: A Lawyer’s Guide to Networking,” begins today. Face-to-face contact remains the top networking tool to reach business clients and professional referral sources such …Continue reading »