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Play to Win

Earning a Client’s Trust: What It Takes

Sally Schmidt | If you can earn a client’s trust, you will turn a happy client into a lifelong client. Here are some actions you can take.

Sally J. Schmidt - March 19, 2020

Committing Time to Marketing Your Law Practice

Sally Schmidt | It's amazing how much progress you can make simply by being organized. Here are tips for making sure marketing and business development tasks and activities get a slot in your schedule.

Sally J. Schmidt - February 25, 2020

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