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Play to Win

Service Delivery Takes Center Stage

On a tactical level, service delivery may be the best way to affect the client experience. It involves interacting, exchanging information and communicating with clients.

Sally J. Schmidt - July 30, 2018

Making Firm Meetings and Retreats Personally Productive

I participate in a lot of law firm retreats and meetings, but one will always stand out. I was talking with representatives of the firm before the retreat kicked off when one of the partners pulled me aside, pointed out another firm partner and ...

Sally J. Schmidt - June 21, 2018

Follow Up to Increase Your Chances of Getting Business

You undoubtedly have heard how important follow-up is to marketing and business development. Clients and referral sources are most likely to refer business to people they have heard from or seen in the prior three months, which means a sustained ...

Sally J. Schmidt - May 23, 2018
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Business Development Skills That Don’t Take Talent

Those who know me know I love sports. So, it should come as no surprise that I follow sports-related teams, figures and organizations on social media. About twice a year, I run across a list targeted at young would-be athletes of things that ...

Sally J. Schmidt - April 30, 2018
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Riding a Wave of Business

When discussing business development, we often talk in terms of strategies — identifying top prospects, building niche practices or targeting selected referral sources, for example. But every now and then, I am reminded there are terrific ...

Sally J. Schmidt - March 19, 2018
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Be the Hub, Not the Wheel

The best rainmakers are often great networkers. That doesn’t mean they are necessarily good schmoozers or enjoy working a room; in fact, many do not. It does mean they know and connect a lot of people. Many lawyers think of networking as ...

Sally J. Schmidt - January 18, 2018
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How to Work the Room at Networking Events

Most lawyers have to attend events. Clients have parties, law firms host functions, organizations hold galas and associations offer networking meetings. If you’re someone who detests going to these, particularly when you don’t know anyone, I am ...

Sally J. Schmidt - December 20, 2017
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Writing Your Annual Business Development Plan

This is the time of year when many law firms require their lawyers to develop a personal marketing or business development plan. Even those without a requirement no doubt start thinking about their goals as the new year approaches. I am a big ...

Sally J. Schmidt - November 21, 2017
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Checklist for Staffing Your Law Firm’s Trade Show Booth

Not so long ago, suggesting that lawyers would stand behind a table at a trade show would have been deemed heretical. Times have changed. Recently, I’ve heard a number of people discuss their firms’ participation in the Association of Corporate ...

Sally J. Schmidt - October 25, 2017
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Seven Ways You May Be Sabotaging Your Business Development Efforts

In initial meetings with lawyers, I like to have them tell me what they’ve done in marketing and business development — what has worked and what hasn’t and what they are trying to accomplish. I’ll never forget my first coaching meeting with one ...

Sally J. Schmidt - September 27, 2017