Business Development


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 »


Well Said!

My Clients Say They Only Want Me!

By | May.26.16 | No Comments

It is a common lament: “My clients say they only want me. How do I introduce colleagues or juniors in a way that creates trust?”  And like so many business obstacles lawyers struggle to overcome, it’s one they …Continue reading »


The Friday Five

You Need to Pimp Your LinkedIn Profile (Yes, You)

By | May.20.16 | No Comments

It’s nearly June. Time to update your LinkedIn profile again! After the inevitable January “fresh start” updates, many people leave their LinkedIn profile alone the rest of the year. If you’re a savvy social media user, …Continue reading »


Managing

It’s Not You, It’s Me: Why Law Firm Advertising Fails

By | May.12.16 | 1 Comment

Lawyers love lawyer advertising because it’s all about lawyers. The only problem is, this is what that looks like to the rest of the world: Little Caesars "Smingleberry" from Harold Einstein on Vimeo. Lawyers have been conditioned, from time …Continue reading »


The Friday Five

Five Tips for Dealing with Web Marketers

By | May.06.16 | No Comments

For lawyers, web marketing is what the French call a devoir — a “have to.” But most of you would rather wash your hands of it. You didn’t go to school for an MBA or marketing degree. You have …Continue reading »


Play to Win

The Power of Facts in Marketing

By | Apr.25.16 | No Comments

Let’s say you just found out you have a rare illness. Suddenly, you are in the market for a specialty physician. You do some research, get some names and make an appointment with one or …Continue reading »


Well Said!

Have We Met? Mastering the Meet and Greet

By | Apr.20.16 | No Comments

The business meet-and-greet scene is fraught with potential pitfalls, even for the most confident among us. Here’s how to reduce embarrassing encounters at networking events, receptions and other occasions. Do I Know You? Professional social encounters pose …Continue reading »


Play to Win

Teaming Up for a Prospect Pitch Meeting

By | Mar.23.16 | No Comments

In a feedback interview, a client told a story to explain why a particular law firm did not get the work after meeting with him. He said the firm brought a team of lawyers to the …Continue reading »