Author Archive


Getting Clients

Nine Ways to Think Differently About Your Practice

By | Jul.17.17 | 1 Comment

Finally, law is beginning to shift: new business models, intriguing new ways of delivering legal services, emerging markets driving new demand. But what does it all mean for your law practice? A few things going forward:  You will have more, …Continue reading »


Getting Clients

How to Avoid Asking for Business

By | Jun.19.17 | 1 Comment

I’ve finally figured out why so many lawyers want to know, “But how do I ask for the work?” It’s because the picture they have in their minds is a pretty darn scary one. It’s something …Continue reading »


The Friday Five

Five Things to Ask Before You Say Yes to a Speaking Gig

By | Jun.09.17 | 1 Comment

Most professionals have a complicated relationship with public speaking — particularly if it is a good business development opportunity. On the one hand, you’re pretty sure you want this gig. It could be the start of …Continue reading »


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 »