Business Development


Nothing But the Ruth!

Blogging for Search Results Domination in Your Niche

By | Apr.19.18 | No Comments

If you’re wondering whether blogging helps with your search engine results, it does. Here’s what happened when I started blogging about a new law. Six Blog Posts to Page One A new law regarding internet and digital …Continue reading »


Writing Your Book

Self-Publishing Takes More Than One Self

By | Apr.13.18 | No Comments

Self-publishing isn’t “self” publishing. Sure, it’s true that with the advent of digital technology, publishing a book is now easier and quicker than ever, and not nearly as intimidating. But it takes a team of professionals …Continue reading »


The Friday Five

Five Steps to Make It Rain: If I Can Do It, You Can Do It

By | Apr.06.18 | No Comments

Let me tell you a story about a brainy brief writer. She was smart, hardworking and loved practicing law. But she had few clients of her own. This made her beholden to others at her …Continue reading »


Keeping Clients Happy

Client Communications Checklist for Law Firms

By | Mar.28.18 | No Comments

Every day offers opportunities to build trust with a client or prospect, thereby setting your firm apart from the competition. Here are eight easy ways to do just that in your communications. Eight Ways to Enrich …Continue reading »


Well Said!

More Rainmaking Advice for New Associates: Earning Partner Preference

By | Mar.27.18 | No Comments

My last post, “Advice to New Associates on Becoming a Rainmaker,” prompted a number of responses along the lines of, “Step one was helpful, but you don’t really think you can get away without giving us …Continue reading »


Play to Win

Riding a Wave of Business

By | Mar.19.18 | No Comments

When discussing business development, we often talk in terms of strategies — identifying top prospects, building niche practices or targeting selected referral sources, for example. But every now and then, I am reminded there are …Continue reading »


Getting Referrals

Networking with Successful Lawyers: A Counterintuitive Tip

By | Mar.14.18 | No Comments

Ryan Nevin’s article “Ways to Get Clients After Hanging Out Your Shingle” has some great tips. He’s right that you should network with attorneys who don’t do what you do to get referrals. But that’s …Continue reading »


Solo and Small Firm Marketing

Ways to Get Clients Quickly After Hanging Your Shingle

By | Mar.07.18 | No Comments

Straight out of law school, I joined a small law practice. I didn’t start out as an associate with a large salary and plenty of document review projects to hit my hours. I had to …Continue reading »


Content Under Pressure

What to Write: A Year of Publishing Strategically

By | Mar.05.18 | No Comments

Welcome back to our “Year of Publishing Strategically” (nod to “A Year of Living Dangerously,” Linda Hunt, 1984 Academy Award for best supporting actress). Having covered a variety of writing tips and tactics in this …Continue reading »


Good Growth

Four Simple Steps to a Lead-Generating Law Firm Website

By | Feb.26.18 | No Comments

“Ideation,” “drill down,” “ping back,” “think outside the box.” These are words and phrases that end-of-year surveys included among the most annoying and meaningless business jargon. There’s another term that should be on these lists but …Continue reading »