Business Development


Communicating With Clients

Ways to Spruce Up Your Client Intake Process

By | Jun.21.17 | 1 Comment

Law firms are busy places, and sometimes the smaller operations are even more chaotic than their large firm counterparts. It’s important to keep that behind the scenes, though. Your clients should see only a well-oiled machine …Continue reading »


Getting Clients

How to Avoid Asking for Business

By | Jun.19.17 | 1 Comment

I’ve finally figured out why so many lawyers want to know, “But how do I ask for the work?” It’s because the picture they have in their minds is a pretty darn scary one. It’s something …Continue reading »


The Friday Five

Under Pressure: Five Insights on the Evolving In-House Counsel Role

By | Jun.16.17 | 1 Comment

It’s difficult to attend any legal conference these days without hearing about technology and change, but it’s refreshing to discuss these topics with people who actually do the work. Recently, I moderated a panel for …Continue reading »


Get to the Point!

Why Superlatives May Not Be So Super

By | Jun.13.17 | No Comments

“Get to the Point” has previously preached that specificity enhances credibility. In fact, I’m working on a cross-stitch with this aphorism to place on the office wall. Using an unsupported superlative flouts this rule. Ugly, Uglier, …Continue reading »


The Friday Five

Five Things to Ask Before You Say Yes to a Speaking Gig

By | Jun.09.17 | 1 Comment

Most professionals have a complicated relationship with public speaking — particularly if it is a good business development opportunity. On the one hand, you’re pretty sure you want this gig. It could be the start of …Continue reading »


Lessons from Pop-Up Events

Client Dinners That Make Your Business Pop

By | Jun.07.17 | No Comments

A client appreciation dinner is a beautiful thing. There’s food and wine and balloons and maybe a small token of appreciation. Somebody makes a speech that mentions “paradigm shift” 31 times and everyone falls asleep. …Continue reading »


Are You a Visible Expert?

Thought Leadership Marketing: Five Benefits for Firms

By | Jun.06.17 | No Comments

Today your potential clients are online — researching firms, looking for legal advice, reading reviews, and making decisions long before they actually talk with a lawyer. It’s critical for you to be there, too, creating opportunities …Continue reading »


The Friday Five

How to Win the War for Lateral Talent

By | May.26.17 | No Comments

Hiring lateral partners and groups is a key component of success in today’s competitive law firm market. And while large firms get all the headlines for key coups, smaller firms have both more to gain …Continue reading »


Well Said!

Five Ways to Network a Barbecue and Not Get Burned

By | May.25.17 | 1 Comment

As the school year ends and summer approaches, social schedules ramp up with graduation parties, barbecues, golf outings, baseball games and the like. At least some of these will be hosted by your firm, clients …Continue reading »


Play to Win

How to Work the Room at Networking Events

By | May.23.17 | 1 Comment

After years of working with lawyers, I have concluded that the No. 1 most-despised marketing activity is attending a networking event. The list of things I’ve been told that lawyers would rather do than work …Continue reading »