Business Development


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 »


Data Myths

How Lawyers Can Use Client Data to Grow Their Practices

By | May.16.17 | 1 Comment

Lawyers hate math. At least most do. It’s why they became lawyers. Which means working with data isn’t appealing to most lawyers, either. But law practices are businesses, and these days, successful businesses leverage data …Continue reading »


The Friday Five

Five Tech Options to Make Your Law Firm Easier to Contact

By | May.12.17 | 1 Comment

It’s no secret that if you make it easier for people to reach you using their preferred method, you’re going to get more contacts — ones that could convert to clients. Today, this is especially true of …Continue reading »


Getting Clients

Not Getting New Business? Try Getting in Focus

By | May.11.17 | No Comments

One of the most challenging things about new business development is keeping your focus — and perspective. Especially when your billable hours are down or your calendar is emptying, it is all too easy, as …Continue reading »


Play to Win

Writing Your Way to New Business

By | Apr.27.17 | 1 Comment

The other day, I was talking with a coaching client (let’s call him Lawyer A) about some new business he had just received. A lawyer at another firm (Lawyer B) called Lawyer A after reading …Continue reading »


Well Said!

Stone Soup: A Client Development Metaphor

By | Apr.19.17 | 1 Comment

There is an old folk story that makes a fine metaphor for client development. In the tale, hungry strangers (read: the law firm client team) facilitate the people of a town (the team’s clients) giving …Continue reading »


Getting Clients

16 Good Things to Do with a Business Card (Yours and Theirs)

By | Apr.17.17 | 2 Comments

I take a perverse sort of pleasure in asking lawyers for their business card. It reveals a lot about a person. How deeply must they dig to find one? If it takes more than one …Continue reading »


Managing

CRM of the Crop: Lexicata Represents a Step Forward in Client Intake

By | Apr.13.17 | 1 Comment

Legal technology has advanced light years over the span of the last decade-plus. And, as the originally successful innovators have had large corporations grow up around them, new innovators have started to poke around in …Continue reading »


The Business of You, Yourself and Thou

You’re Going to Need More Than One Bio

By | Apr.06.17 | No Comments

Regarding your self-promotion, I have good news and I have bad news. Good news: There are more opportunities to promote yourself than ever before. Bad news: The sprawl of marketing opportunities is so fractured and …Continue reading »