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Play to Win

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

Building Stronger Client Relationships Despite the Obstacles

Having a personal relationship will make your lawyer-client relationship more satisfying — and it is particularly helpful if there is a glitch. Here are 10 ideas.

Sally J. Schmidt - December 18, 2018

Planning a Strong Fourth Quarter for Your Law Practice

Football games are often won or lost in the fourth quarter. You are in the fourth quarter now. Here are some things you can do to finish the year strong.

Sally J. Schmidt - October 29, 2018