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Legal Marketing Play to Win

Tips for Creating Some Marketing Discipline

When coaching attorneys, I ask them to identify their biggest marketing and business development challenges. Their issues run the gamut from not enjoying cocktail parties to recently having relocated. Some of the issues they name are legitimate ...

Sally J. Schmidt - May 28, 2015
Expand Your Universe of Contacts

There are a lot of theories about what it takes to bring in business. One I always like to mention to lawyers is that it takes 10 to 15 good contacts to produce one client. Why so many? Because most of your contacts will not turn into clients.

Sally J. Schmidt - April 23, 2015
What Is Your Brand?

Some lawyers still think a brand is a logo, the firm name or a tagline. Others don’t see how branding applies to the legal profession at all. Even those who embrace the notion struggle mightily to get it right.

Sally J. Schmidt - March 19, 2015
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Lawyer Rates: Addressing Pricing Questions

Many lawyers are uncomfortable discussing money with clients or prospects. Yet without a discussion about fees, it is unlikely you will get the business.

Sally J. Schmidt - January 27, 2015
Take Stock of Your Marketing and Business Development Activities

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 marketing and business development.

Sally J. Schmidt - January 5, 2015
Make Your Marketing More Persuasive

Lawyers often need to use persuasive skills in their work — convincing a judge or jury with an argument, persuading another party in a contract negotiation, convincing a client to pursue a realistic path. Yet when it comes to marketing, many ...

Sally J. Schmidt - November 17, 2014
Best Way to Organize Your Contacts

If you are like most lawyers, you have done little to organize or manage one of your most important business development assets — your contacts. Why is it so important to keep track of the people you know?

Sally J. Schmidt - October 21, 2014
Looking for Business with the Right Outside Organization

Recently, one of my clients attended a public utilities association meeting. It's an industry in which he has both a client and an interest. When I asked how things went, he marveled that there were no other lawyers in attendance (although there ...

Sally J. Schmidt - September 22, 2014
Invest in Yourself

Two coaching situations recently occurred in close proximity to each other and the contrast was striking. In the first, Attorney A, a partner, was interested in building a niche practice in an industry in which his largest client operates. We ...

Sally J. Schmidt - May 27, 2014
Online Profiles: Presenting the Best Version of Yourself

Prior to working with a sixth-year associate recently, I reviewed her online profiles. After we had talked for an hour, I noted that her bio was a complete disconnect from her practice. While she originally had been assigned to the firm’s estate ...

Sally J. Schmidt - March 20, 2014
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