Business Development

Play to Win

Lawyer, Know Thy Client

By | Jul.28.16 | 1 Comment

Recently, I interviewed the partners at a law firm as part of a marketing assessment. I asked each of them whether there is any particular industry or type of client the firm should target for …Continue reading »

Nothing But The Ruth!

Provide Maximum Value When You Speak at Conferences

By | Jul.18.16 | No Comments

Last month, I was asked to speak at BlogPaws, a national conference for pet bloggers. (Yes, I got to take Rosie the basset hound with me.) I was part of a panel that presented a …Continue reading »

Content Marketing

Five Characteristics of Highly Effective Legal Videos

By | Jul.13.16 | No Comments

You can create a video that simply exists on your website, or you can create legal videos that help you capture new clients and cases. While there is no magic formula to creating effective legal …Continue reading »

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 »