Business Development

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 Legal Marketing Trends to Watch

By | Oct.14.16 | No Comments

The Legal Marketing Technology Conference West in San Francisco, produced by the Legal Marketing Association and its Bay Area Chapter, is a forum for product debuts and first looks at new ways of doing business. …Continue reading »

Well Said!

How to Introduce Yourself

By | Sep.22.16 | No Comments

Following a recent post about networking, a reader asked, “What’s the best way to introduce yourself at a networking event?” What follows is for business contexts. For social etiquette, I’ll defer to Emily Post (or …Continue reading »

Nothing But the Ruth!

Blogging Advice from the Experts

By | Sep.21.16 | No Comments

I’m just back from Content Marketing World — a weeklong conference featuring hundreds of leading experts in social media marketing and blogging. I was there to speak on social media law and to learn how to be more …Continue reading »

Ask the Experts at LMA

Getting Your Foot in the Door

By | Sep.12.16 | No Comments

Question: How can I get my foot in the door to meet with a potential client? Aleisha Gravit: I am a firm believer that to get a piece of work from a potential client, there must …Continue reading »

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 »