Author Archive


Getting Clients

Not Getting New Business? Try Getting in Focus

By | May.11.17 | No Comments

One of the most challenging things about new business development is keeping your focus — and perspective. Especially when your billable hours are down or your calendar is emptying, it is all too easy, as …Continue reading »


Getting Clients

16 Good Things to Do with a Business Card (Yours and Theirs)

By | Apr.17.17 | 2 Comments

I take a perverse sort of pleasure in asking lawyers for their business card. It reveals a lot about a person. How deeply must they dig to find one? If it takes more than one …Continue reading »


Getting Clients

Business Development: Help Yourself by Helping Others

By | Mar.20.17 | No Comments

“Let me tell you how wonderful I am!” One of the most difficult things about business development is having to promote yourself. Given the centuries-long legal tradition that deems it unseemly for a lawyer to …Continue reading »


Getting Clients

Important Reminders About Business Development

By | Feb.20.17 | No Comments

If you are like most lawyers, you spend more time worrying about where your next client will come from than you’d like. It’s natural. Even the busiest, most successful lawyers work hard at marketing and …Continue reading »


The Friday Five

Five Ways to Know What’s Up with Clients and Staff

By | Feb.03.17 | 1 Comment

The first Sunday New York Times Magazine after the 2017 presidential inauguration featured a cover story titled “To Obama With Love, and Hate, and Desperation” by Jeanne Marie Laskas. It is an excellent article and, …Continue reading »


Getting Clients

Check Your Business Development Vital Signs

By | Jan.16.17 | No Comments

You know by now (did you ever not?) that it takes more than your business card and an open door to draw clients into your law office. And while you may have devised your marketing …Continue reading »


Getting Clients

Focus, People! Tell Them Precisely What You Do

By | Dec.15.16 | 1 Comment

Last week while driving to an appointment, I listened to a morning interview show on the local Public Radio affiliate. I live in Colorado where the snow is really starting to pile up in the mountains, so …Continue reading »


Getting Clients

Have You Got What Clients Want?

By | Nov.14.16 | No Comments

You can read all the books and listen to all the podcasts about legal marketing … apply expert advice to your social media and blogging routine … study up on how to build your personal network, …Continue reading »


Getting Clients

Getting the Right Clients

By | Oct.18.16 | No Comments

Next month, Merrilyn Astin Tarlton’s new book hits the streets, and we couldn’t be more excited. “Getting Clients: For Lawyers Starting Out or Starting Over” is the best response yet to that age-old plea, “Tell me how …Continue reading »


The Friday Five

Five Ways to Retreat This Fall — Even Solos!

By | Sep.09.16 | No Comments

From my office window, I can see my neighbor, Mickey Wilson, an international “slackline” champion, practicing spectacular flips and turns from his stance on a two-inch wide strip of webbing loosely suspended across six feet of air — …Continue reading »