Business Development


Ask the Experts at LMA

I Want My Law Partner to Cross-Sell Me!

By | Jul.12.16 | No Comments

Question: How can I get my partner to cross-sell me to some of her great contacts? Adam Severson: I recommend that you give before you get. Often people don’t react well when others come to them …Continue reading »


Legal Marketing

A Profitable Niche Practice in Four Easy Steps

By | Jul.11.16 | No Comments

Ever heard that phrase “Jack of all trades, master of none”? No lawyer wants to hear that today. Why? Because you get credibility from being an expert not a generalist. Credibility equals clients. Clients equal …Continue reading »


Play to Win

Building Relationships With Contacts

By | Jul.07.16 | 1 Comment

Years ago, someone told me about an accounting firm’s business development training philosophy. The firm had developed a continuum from 1 to 10, where “1” was something like “Would recognize me on the street,” and …Continue reading »


The Friday Five

Takeaways from Legal Marketing Tech/Midwest

By | Jul.01.16 | No Comments

The inaugural Legal Marketing Technology Conference/Midwest, produced by the Legal Marketing Association’s Midwest Chapter, took place June 23, 2016, in Chicago. While all attendees gained insights on a host of sophisticated tools that legal professionals …Continue reading »


Dazzle without Being a Diva

Slide Presentations 101 for Lawyers

By | Jun.27.16 | 1 Comment

Presentation technology has come such a long way, “Death by PowerPoint” should be a thing of the past. How can you be sure the new visual and audio aids you are using enhance your message …Continue reading »


Well Said!

Purge Toxic Clients from Your Practice, Part 1

By | Jun.23.16 | 1 Comment

To dramatically enhance your productivity, zero in on the biggest source of stress and wasted time: toxic clients. Some lawyers fight to hold on to business at all costs. After all, it’s an article of faith …Continue reading »


Passionate Practices

Bring the Personal into Practice

By | Jun.21.16 | 2 Comments

As private practice attorneys, we’ve all been on the receiving end of lawyer jokes — sometimes by well-intentioned family members, other times by members of the community. You may feel as though the people around you …Continue reading »


One of a Kind

Unleash Your Inner Creative to Build a Book of Business

By | Jun.14.16 | 1 Comment

The best lawyers are often the most creative lawyers. But that doesn’t mean they are, or even want to be, labeled as “creative.” Creativity has a certain connotation to it — and it’s traditionally been …Continue reading »


Play to Win

Leap Your Business Development Hurdles

By | Jun.02.16 | 2 Comments

In my experience, most lawyers who don’t have a book of business would like to have one. And, if they don’t know how to build it, they’d like to learn how. Unfortunately, there are very real …Continue reading »


Ask the Experts

Are Print Brochures Dead?

By | May.31.16 | 1 Comment

Question: Do lawyers use print brochures anymore? I’d like to avoid that expense and get by with PDFs online.    Jessica Aries: In my experience, law firms generally do not produce all-encompassing print brochures regarding the firm’s expertise …Continue reading »