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Play to Win

play to win legal marketing with queen of hearts card

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
play to win legal marketing with queen of hearts card

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
play to win legal marketing with queen of hearts card

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
play to win legal marketing with queen of hearts card

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
play to win legal marketing with queen of hearts card

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
play to win legal marketing with queen of hearts card

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
play to win legal marketing with queen of hearts card

Keep Your Law Practice Ahead of the Curve

While you may not be able to control the economy, the legislature, regulations or trends, you may be able to stay one step ahead of them. That’s where the product life cycle comes in. If you understand the product life cycle, you may be able to ...

Sally J. Schmidt - August 30, 2017
play to win legal marketing with queen of hearts card

Understanding the Client’s Decision

I’ve always liked the saying “If the only tool you have is a hammer, you tend to see every problem as a nail.” I think lawyers often make this mistake when approaching business development opportunities. Facing with pitches or presentations to ...

Sally J. Schmidt - July 19, 2017
play to win legal marketing with queen of hearts card

Writing Your Way to New Business

There was a time not that long ago when I counseled lawyers not to spend too much time writing and publishing articles. Back then, they were largely passive, short-lived marketing efforts. Today, however, as clients conduct their own internet ...

Sally J. Schmidt - April 27, 2017
play to win legal marketing with queen of hearts card

Marketing with a Purpose: Set Objectives

I recall a lawyer friend of mine telling me with excitement that he had been successful in setting up lunch with an assistant general counsel of a target company. Afterward, when I asked what he had accomplished, he said, “We had lunch.” My next ...

Sally J. Schmidt - March 27, 2017