Business Development

Ten Ways Small Firms Can Compete

Turbulence in the legal profession, and the business world itself, make these difficult and unusual times. The loss or consolidation of so many venerable law firms has altered the competitive landscape for firms of all sizes. It’s likely, for ...

Bruce W. Marcus - December 8, 2011
etiquette
Table Etiquette for the 21st Century

Does the thought of a business lunch terrify you—even just a little bit? Do you have visions of making an etiquette faux pas at your biggest client’s dinner function? Does the well set table look more like a minefield than a ...

Mary Ellen Sullivan - December 1, 2011
Business Development Burnout: The Last Straw

Our interview with the partner was scheduled for 2 p.m. She arrived at 2:45 p.m., apparently not knowing what she was doing in the room or why we were there (even though we had met and shared an agenda only a week ago). As we started to sit, she ...

Jeffrey Morgan - November 17, 2011
Get to the (Power) Point

I have had the pleasure of being part of Ignite Phoenix for the past two years. I spoke at Ignite Phoenix 5 and have volunteered at almost every Ignite event since. Each event features 18 speakers, and each speaker gets five minutes and 20 ...

Ruth Carter - November 10, 2011
multitasking
Leaving them Speechless When You Give a Speech

Standing next to a projector in your best Sunday suit and speaking to a crowd through a microphone doesn’t necessarily make you an effective public speaker. We’ve all suffered through presentations that should never have made the big time. ...

Merrilyn Astin Tarlton - November 2, 2011
Nine Ways to Leverage LinkedIn

LinkedIn is reportedly the most popular business social networking site used by lawyers. A recent BTI Consulting report shows that nearly 70 percent of corporate counsel use LinkedIn, and that 38 percent of them rely on LinkedIn for activities ...

Kristina Jaramillo - November 1, 2011
Your Website as a Lead Generator

It’s 3 a.m. on a wet Sunday morning and Micheal O’Shea is a worried man. Fifteen minutes ago he was breathalyzed by the road traffic police on the drive home from his sister’s 40th birthday party and, well, he might have had one or two too many. ...

Terry Gorry - October 27, 2011
Lawyers: Seven Keys to Your Online Reputation

Online advice and recommendations are proving as important as personal word-of-mouth referrals, and a new study from Cone shows the former can derail the latter. Most people will rely on online information as confirmation before retaining a ...

Bob Weiss - September 21, 2011
Ghostwriters for Lawyers

That article or white paper opportunity that seemed like a great way to enhance your reputation three months ago starts to spark panic attacks as the deadline looms. You know what you want to say, and have a file-folder full of notes and ...

Janet Ellen Raasch - September 15, 2011
Don’t Cross-Sell, Cross-Market

People don’t want to be sold something. They want to buy. So don’t try to cross-sell your clients. Instead, cross-market and educate them. It’s not rocket science. Here's how to do it.

Bob Denney - September 12, 2011
envelope

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