Business Development


Well Said!

Magic Business Development Pill for Lawyers

By | Sep.19.17 | No Comments

A number of years ago, a good friend shared what he considers the “magic business development pill.” It’s simple. There are only two ingredients: 1) Make your conversation all about the client (or potential client) and …Continue reading »


Getting Clients

Six Ways to Make Clients Happy to Pay Your Bills

By | Sep.18.17 | No Comments

No one likes to pay bills. Even when the service or product we are paying for was way more valuable than the actual dollar amount on the invoice, we humans just hate to see the …Continue reading »


Nothing But the Ruth!

Speaking and Lawyering: Balancing the Jobs

By | Sep.13.17 | No Comments

As a lawyer and businessperson, you have two jobs in one. Some of us, including me, add the job of professional speaker to our already teeming calendars. Maybe you’ve considered taking on some speaking jobs …Continue reading »


DIFFERENTIATION STRATEGY

The Invisible Lawyer: Shed the Status

By | Aug.31.17 | No Comments

It’s the old “tree falling in the forest” conundrum. If a lawyer develops expertise, but no one knows about it … are they even an expert? “Becoming an expert” is a great differentiation strategy, but the …Continue reading »


UPDATED – FREE E-ZINE

Build It! The New Associate’s Guide to Business Development

By | Aug.20.17 | No Comments

Big firm or small, there’s a single question the partners ask about young associates: “Is she a keeper?” And, while legal skills certainly count, we all know what ultimately swings the pendulum on that question. “Can she …Continue reading »


Online Marketing

Connecting the Dots to Boost Your Online Marketing Strategy

By | Aug.16.17 | No Comments

Effective marketing is an ongoing journey, especially because the whole landscape of online marketing is always in flux. Your law practice changes over time, and changes at Google, Facebook and other big sites affect your …Continue reading »


The Friday Five

Add These Five Super Marketing Steps to Your Plans

By | Aug.11.17 | 1 Comment

Celebrating its seventh year, the Super Marketing Conference in Boston, a collaboration between MassLOMAP, the ABA Law Practice Division and Massachusetts Continuing Legal Education, brought expert speakers from around the country to provide practical, hands-on advice to solo and small …Continue reading »


Content Under Pressure

Niche Blogs: Why 100 Readers Can Be Better Than 1,000

By | Aug.01.17 | No Comments

A whopping 91 percent of in-house counsel rate an attorney’s articles and speeches as very to somewhat important when evaluating who to hire, according to the latest data from Greentarget. Just as important, 77 percent …Continue reading »


Business Development

How Charity Can Play a Role in Your Marketing Plan

By | Jul.25.17 | No Comments

Good marketers are good networkers. They meet lots of people in all kinds of settings and turn those people into clients. Chances are, you can be more focused about how your charity time and money …Continue reading »


play to win

Understanding the Client’s Decision

By | Jul.19.17 | No Comments

I’ve always liked the saying “If the only tool you have is a hammer, you tend to see every problem as a nail.” I think lawyers often make this mistake when approaching business development opportunities. …Continue reading »