Marketing & Business Development

Well Said!

Referrals: The Sales Investigation Meeting

By | Aug.31.15 | 3 Comments

Let’s recap where we left off last time: Your friend, Janice Brown, introduced you to a colleague, Jack, whom she believed to have a legal issue you could help with. Beforehand, you discussed with Janice whether …Continue reading »

Play to Win

Control Your Own Destiny through Business Development

By | Aug.24.15 | No Comments

In a coaching meeting, a young partner was unenthusiastic as we discussed potential marketing and business development activities. It was clear he was troubled, so I asked what he was thinking. His response: “Am I …Continue reading »

The Friday Five

Guest Blogging: Five Ideas for Lawyers

By | Aug.07.15 | No Comments

Guest blogging? You are probably saying to yourself that you write enough as it is, and you couldn’t possibly take on another assignment. (And I feel your pain!) You spend most days creating documents and …Continue reading »

Well Said!

When You’re Offered a Referral

By | Aug.03.15 | No Comments

Successful lawyers have many contacts willing to introduce them to prospects or others who can help them. Too many introductions are squandered because the lawyer being offered the introduction doesn’t manage the proffer properly. The …Continue reading »


Practice Management Tips: Easy as 1-2-3

By | Jul.16.15 | No Comments

Okay, we’re a bit obsessed with numbers at Attorney at Work. (You have seen “The Friday 5,” right?) As of July 1, we figure our expert contributors have written more than 1,150 original posts since our 2011 launch. That’s “one really good idea …Continue reading »

Well Said!

Keep Your Referral Sources Vibrant

By | Jul.01.15 | No Comments

Business development trainer Mike O’Horo is rarely at a loss for words. His new column for Attorney at Work is dedicated to helping you find just the right business development words to use, too. Last month in “Well Said,” …Continue reading »

The Friday Five

Sneak Preview: Denney’s What’s Hot and What’s Not

By | Jun.05.15 | No Comments

Bob Denney’s big fourth-quarter report on What’s Hot and What’s Not in the Legal Profession always keeps us on top of the most important business trends. But no need to wait for year’s end to feel a little smarter about …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 »

The Friday Five

The Latest in Legal Marketing

By | Apr.17.15 | 4 Comments

It’s clear that legal marketers continue to be an ever-growing force for change at law firms of any size. With more than 1,300 attendees from around the globe, this week’s Legal Marketing Association (LMA) annual …Continue reading »