Business Development


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 »


BOOK ANNOUNCEMENT

New Book Helps Lawyers Get Clients

By | Mar.07.17 | No Comments

March 2017 — Attorney at Work (www.attorneyatwork.com) announces the release of “Getting Clients: For Lawyers Starting Out or Starting Over,” a new book by legal marketing hall-of-famer Merrilyn Astin Tarlton. REVIEW COPIES AVAILABLE Review copies and interviews with Merrilyn …Continue reading »


Play to Win

The Client Relationship Meeting

By | Feb.23.17 | No Comments

Lawyers have a lot of communication with their clients. But the vast majority of interaction tends to be related to specific matters — requesting some information, reporting on the status of a file, scheduling something, …Continue reading »


Well Said

Converting Post-Speech Inquiries: The Follow-Up Email and Phone Call

By | Feb.21.17 | No Comments

How do you manage a post-speech chat with someone who chooses to tell you how the problem you spoke about affects their company, and convert it into a solid opportunity? Last month in “Convert Post-Speech Inquires into …Continue reading »


Getting Clients

Important Reminders About Business Development

By | Feb.20.17 | No Comments

If you are like most lawyers, you spend more time worrying about where your next client will come from than you’d like. It’s natural. Even the busiest, most successful lawyers work hard at marketing and …Continue reading »


Nothing But the Ruth!

Your Network Is Your Net Worth

By | Feb.08.17 | No Comments

On a recent call with my business mastermind group, one member shared how quickly he was able to overcome a challenge in his company by tapping into his network for suggestions. He summed up the …Continue reading »


Well Said!

Convert Post-Speech Inquiries into Real Demand

By | Jan.25.17 | No Comments

Congratulations. Your speech to the International Biometrics Association was a hit. A line of people are waiting to congratulate you and pay compliments. Many are simply being kind and expressing appreciation. However, at least some …Continue reading »


Play to Win

What You Don’t Know CAN Hurt You

By | Jan.19.17 | 2 Comments

I’m often reminded of a situation that happened several years ago. I was sitting in a building lobby killing time before an appointment. In the lobby was a small coffee shop. The line was long …Continue reading »


Getting Clients

Check Your Business Development Vital Signs

By | Jan.16.17 | No Comments

You know by now (did you ever not?) that it takes more than your business card and an open door to draw clients into your law office. And while you may have devised your marketing …Continue reading »


Back to Basics

ABCs of Marketing and Business Development

By | Jan.10.17 | No Comments

Most lawyers make marketing and business development more complicated than needed. Developing new business — and keeping clients — isn’t rocket science. In fact, it’s as simple as ABC. Ask good questions. When you first meet a possible …Continue reading »