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Play to Win

What’s Your ‘One Big Thing’ for 2020?

Sally Schmidt is a big believer in personal business development plans. However, she is also a realist. Instead of being overwhelmed by end-of-year planning, identify One Big Thing you want to accomplish and be relentless about achieving it. A ...

Sally J. Schmidt - December 12, 2019

Get Specific With Your Ask

If you want people to help you, they need to know exactly what you want. Follow Sally Schmidt's advice on being more specific to help your contacts help you.

Sally J. Schmidt - October 29, 2019

What Do You Do? Crafting Your Elevator Speech

Class reunions. Bar association events. Neighborhood parties. Every lawyer should be prepared to introduce themselves with a solid elevator speech.

Sally J. Schmidt - September 26, 2019

Setting Practice Priorities: A Three-Part Process

Invest, maintain or divest? This process will help you identify where to focus your marketing.

Sally J. Schmidt - August 14, 2019

Create Informational Tools for Your Clients

It’s one thing to say, “We understand the process.” It’s another to show it to with, for example, process maps, charts, timelines, who-to-call lists or decision trees.

Sally J. Schmidt - June 26, 2019

Stepping Up to Marketing Success

Volunteering to help a partner or be a fill-in could give you great exposure.

Sally J. Schmidt - May 30, 2019

Cultivating Internal Referral Sources

How you treat your colleagues is how they assume you’ll treat their clients.

Sally J. Schmidt - April 25, 2019

Rewarding Your Referral Sources

You can do plenty of things besides referring work to stay in the good graces of potential sources of business.

Sally J. Schmidt - March 26, 2019

Biggest Obstacle to New Business for Law Firms?

The biggest challenge in business development is inertia — not yours, but the prospect’s. Here are tips to get the prospect off the dime.

Sally J. Schmidt - February 28, 2019

How to Make the Most of Client Visits

There's nothing like in-person interaction to help build client relationships. From setup to follow-up, strategies for making the most of a client visit.

Sally J. Schmidt - January 22, 2019