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Mike O’Horo
Mike O'Horo

Known as “The Coach” throughout his long career, Mike O’Horo was a giant among his peers in legal marketing and business development. He trained more than 7,000 lawyers, simplifying powerful sales processes by which they generated $1.5 billion in new business. A serial innovator, earlier he developed RainmakerVT, a virtual BD training tool, and the sales training program ResultsPath. He wrote his column, “Well Said!,” on sales and business development truths for lawyers. Mike passed away in February 2022.

More Posts By This Author
  • How to Introduce Yourself
  • No Need to Walk on Eggshells with Follow-up Emails
  • Five Ways to Network at a Barbecue and Not Get Burned
  • What Prospects Really Need Is Help Making a Good Decision — These 10 Steps Will Do It
  • The Lateral Partner Revenue Mirage
  • Closing a Sale: How to Eliminate the Pain and Fear
  • Creative Price Negotiation
  • Business Development: Step One Is Always ‘Google It’
  • Are You Creating and Converting Sales Opportunities? How to Get in the Game
  • Show Me (More Than) the Money! Motivating Marketing Behavior
  • Men and Women Communicate Differently, But …
  • Associates: Read Your Way to Business Development Success
  • One Shift That Will Improve Business Development Results
  • More Rainmaking Advice for New Associates: Earning Partner Preference
  • Advice to New Associates on Becoming a Rainmaker
  • Not If, But When, Your Fortune 500 Client Goes Out of Business
  • Relationships 3.0: The Idea Relationship Era
  • Magic Business Development Pill for Lawyers
  • Your Client’s Billing Problem May Be a ‘Fit’ Problem
  • Stone Soup: A Client Development Metaphor
  • Do You Deserve Business Development Training?
  • Converting Post-Speech Inquiries: The Follow-Up Email and Phone Call
  • Convert Post-Speech Inquiries into Real Demand
  • Strategic December Business Development vs. Mere “Holiday Marketing”
  • A Baker’s Dozen ‘Seller’s Market’ Myths
  • Are You (Gulp) the Boring One?
  • Purge Toxic Clients from Your Practice, Part 2
  • Purge Toxic Clients From Your Practice, Part 1
  • My Clients Say They Only Want Me!
  • Have We Met? Mastering the Meet-and-Greet
  • Cross-Selling: Lawyers’ Three-Headed Sales Monster
  • First Time Meeting with a Prospective Client
  • It’s All About Relationships (Not)
  • Self-Destructive Language
  • Disengaging from a Dead-End Networking Conversation
  • How to Speak to Your Dream Client
  • Referrals: The Sales Investigation Meeting
  • When You’re Offered a Referral
  • Keep Your Referral Sources Vibrant
  • How to Stimulate Referrals from Every Matter
  • Want a Great New Job? Skip the Resume Black Hole
  • Rainmaking Steps: Skirting the Social Dilemma
  • Run a Great Meeting
  • Are You an Entrepreneurial Attorney?
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