Business Development


Play to Win

Making Clients’ Lives Easier

By | Nov.29.16 | 1 Comment

Lawyers have a lot of questions about how to develop new business. Once they start working with a client, however, the question often becomes, “How can I expand the business?” The simple fact is that …Continue reading »


The 28th Annual Trends Report

2016 What’s Hot and What’s Not in the Legal Profession

By | Nov.28.16 | No Comments

This is our 28th annual report on what’s going on in the legal profession. As with all previous reports, it is based on information my colleagues and I continually gather throughout the year from many …Continue reading »


Business Development

Match Game: Six Tips for Attracting the Right Clients

By | Nov.22.16 | No Comments

Finding the right clients is a lot like online dating. The way people find a date has changed dramatically, with eHarmony, OkCupid, Match.com and Tinder, but the rules of attracting and making someone “yours” really haven’t. The …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 »


Well Said!

A Baker’s Dozen ‘Seller’s Market’ Myths

By | Nov.07.16 | No Comments

Many refer to the 2008 economic meltdown as the “Great Reset.” For law firm business development, it’s healthy to embrace that as a literal expression. The law business was reset from a seller’s market, characterized …Continue reading »


Play to Win

Your Secret Marketing Weapon

By | Oct.26.16 | No Comments

I’ve noticed that the best rainmakers usually have really good legal administrative assistants (LAAs), and these lawyers are generally very good at engaging their LAAs in activities to nurture existing client relationships and even develop …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 Legal Marketing Trends to Watch

By | Oct.14.16 | 1 Comment

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 »