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Getting Clients

How to Avoid Asking for Business

I’ve finally figured out why so many lawyers want to know, “But how do I ask for the work?” It’s because the picture they have in their minds is a pretty darn scary one. It's something like this: You and a former colleague are sitting together ...

Merrilyn Astin Tarlton - September 3, 2018
kindness tenderness

Try a Little Tenderness

Seven years ago this month, Attorney at Work was born — unfurling the prospect of hundreds and hundreds of daily posts on law practice management issues of every variety. It was early days and the list of contributors was small. As the editors, ...

Merrilyn Astin Tarlton - December 22, 2017
getting clients title showing three people

What’s Really Wrong With Your Law Firm’s Website?

It really doesn't matter how much money and time go into your law practice’s website. You'll likely always be left wondering if it is actually doing the job you need it to do — and if not, what the heck is wrong with it. Like some, you may have ...

Merrilyn Astin Tarlton - November 13, 2017

Don’t Be Just Any Old Lawyer!

Not long ago, I was asked to make a presentation at a state bar's Law Practice Management Committee luncheon. Topic? Getting clients, of course. When we opened things up for questions, a gentleman in the back said, “You make it sound like the ...

Merrilyn Astin Tarlton - October 17, 2017
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Six Ways to Make Clients Happy to Pay Your Bills

No one likes to pay bills. Even when the service or product we are paying for was way more valuable than the actual dollar amount on the invoice, we humans just hate to see the money out the door. And that natural resistance to doling out the ...

Merrilyn Astin Tarlton - September 18, 2017
getting clients title showing three people

Nine Ways to Think Differently About Your Practice

Finally, law is beginning to shift: new business models, intriguing new ways of delivering legal services, emerging markets driving new demand. But what does it all mean for your law practice? A few things going forward: You will have more, ...

Merrilyn Astin Tarlton - July 17, 2017
getting clients title showing three people

Not Getting New Business? Try Getting in Focus

One of the most challenging things about new business development is keeping your focus — and perspective. Especially when your billable hours are down or your calendar is emptying, it is all too easy, as my dad used to say, to “jump on your ...

Merrilyn Astin Tarlton - May 11, 2017
getting clients title showing three people

16 Good Things to Do with a Business Card (Yours and Theirs)

I take a perverse sort of pleasure in asking lawyers for their business card. It reveals a lot about a person. How deeply must they dig to find one? If it takes more than one pocket, it’s a safe bet he isn’t winning this week’s “Be ...

Merrilyn Astin Tarlton - April 17, 2017
getting clients title showing three people

Business Development: Help Yourself by Helping Others

“Let me tell you how wonderful I am!” One of the most difficult things about business development is having to promote yourself. Given the centuries-long tradition that deems it unseemly for lawyers to talk about their accomplishments, ...

Merrilyn Astin Tarlton - March 20, 2017

New Book Helps Lawyers Get Clients

March 2017 — Attorney at Work (www.attorneyatwork.com) announces the release of “Getting Clients: For Lawyers Starting Out or Starting Over,” a new book by legal marketing hall-of-famer Merrilyn Astin Tarlton. REVIEW COPIES AVAILABLE Review ...

Joan Feldman - March 7, 2017