Business Development


Well Said!

Stone Soup: A Client Development Metaphor

By | Apr.19.17 | 1 Comment

There is an old folk story that makes a fine metaphor for client development. In the tale, hungry strangers (read: the law firm client team) facilitate the people of a town (the team’s clients) giving …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 »


Managing

CRM of the Crop: Lexicata Represents a Step Forward in Client Intake

By | Apr.13.17 | 1 Comment

Legal technology has advanced light years over the span of the last decade-plus. And, as the originally successful innovators have had large corporations grow up around them, new innovators have started to poke around in …Continue reading »


The Business of You, Yourself and Thou

You’re Going to Need More Than One Bio

By | Apr.06.17 | No Comments

Regarding your self-promotion, I have good news and I have bad news. Good news: There are more opportunities to promote yourself than ever before. Bad news: The sprawl of marketing opportunities is so fractured and …Continue reading »


Play to Win

Marketing with a Purpose: Set Objectives

By | Mar.27.17 | No Comments

I recall a lawyer friend of mine telling me with excitement that he had been successful in setting up lunch with an assistant general counsel of a target company. Afterward, when I asked what he …Continue reading »


Managing

Referral Madness! Stay on Top of Staying in Touch

By | Mar.23.17 | No Comments

This is something old-school lawyers say a lot: “Your best sources of referrals are your existing clients.” And, for word-of-mouth, referral-based law firms, it’s probably true that referrals from other lawyers or from existing clients are …Continue reading »


Well Said!

Do You Deserve Business Development Training?

By | Mar.21.17 | No Comments

Having your own clients and business has long been characterized as “critical” for lawyers in firms of any size. Now, it’s considered a matter of survival. The days of paternalistic law firms maintaining client-less lawyers …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 »


FIVE ELEMENTS

Crafting a Low-Stress Digital Marketing Strategy for Your Small Firm

By | Mar.16.17 | No Comments

If you write and interact online or on your phone — which is everyone — you’re engaging in digital marketing. Why not put some strategic thinking behind your efforts to get more leads and clients? “But it …Continue reading »


One of a Kind

To Build Your Personal Brand, You Must First Embrace Discomfort

By | Mar.14.17 | 1 Comment

Early in my career, I received contradictory advice about how to grow and advance in a large firm. The first school of thought suggested that I should keep my head down and just focus on …Continue reading »