Business Development


The Friday Five

Face to Face at 2016’s Big Fall Conferences

By | Aug.12.16 | No Comments

In just a couple of weeks, the adrenalin kick is going to hit you. It never fails: Fall’s arrival means it’s time to get learning. Sure, you could try your hand at letterpress, or craft …Continue reading »


Nothing But The Ruth!

Swag Made for Your Audience

By | Aug.11.16 | 3 Comments

When I was a solo practitioner, I attended a swag expo. You can put your law firm’s name and logo on an impressive number of things — pens, mugs, magnets and toys are just the tip …Continue reading »


Well Said!

Are You (Gulp) the Boring One?

By | Aug.08.16 | No Comments

Last October, I posted advice in this space on how to extricate yourself gracefully from unwelcome conversations at networking events. Recently, a reader asked how to handle the reverse situation: when you’re the one being …Continue reading »


Talk About Yourself

What Is Your Value Proposition?

By | Aug.02.16 | No Comments

In our product-oriented culture, people are encouraged to define and exploit their “personal brand.” I have always resisted the idea that individuals should come up with a self-definition that parallels Disney or Apple. People and careers are much more complex …Continue reading »


Play to Win

Lawyer, Know Thy Client

By | Jul.28.16 | 1 Comment

Recently, I interviewed the partners at a law firm as part of a marketing assessment. I asked each of them whether there is any particular industry or type of client the firm should target for …Continue reading »


Nothing But The Ruth!

Provide Maximum Value When You Speak at Conferences

By | Jul.18.16 | No Comments

Last month, I was asked to speak at BlogPaws, a national conference for pet bloggers. (Yes, I got to take Rosie the basset hound with me.) I was part of a panel that presented a …Continue reading »


Content Marketing

Five Characteristics of Highly Effective Legal Videos

By | Jul.13.16 | No Comments

You can create a video that simply exists on your website, or you can create legal videos that help you capture new clients and cases. While there is no magic formula to creating effective legal …Continue reading »


Ask the Experts at LMA

I Want My Law Partner to Cross-Sell Me!

By | Jul.12.16 | No Comments

Question: How can I get my partner to cross-sell me to some of her great contacts? Adam Severson: I recommend that you give before you get. Often people don’t react well when others come to them …Continue reading »


Legal Marketing

A Profitable Niche Practice in Four Easy Steps

By | Jul.11.16 | No Comments

Ever heard that phrase “Jack of all trades, master of none”? No lawyer wants to hear that today. Why? Because you get credibility from being an expert not a generalist. Credibility equals clients. Clients equal …Continue reading »


Play to Win

Building Relationships With Contacts

By | Jul.07.16 | 1 Comment

Years ago, someone told me about an accounting firm’s business development training philosophy. The firm had developed a continuum from 1 to 10, where “1” was something like “Would recognize me on the street,” and …Continue reading »