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Sales

Show Me (More Than) the Money! Motivating Marketing Behavior

Marketers of anything who fail to learn prospective buyers’ motivation are doomed to fail.

Mike O'Horo - October 17, 2018

Men and Women Communicate Differently, But …

Regardless of the buyer's or seller's gender, there is a reliable way to communicate when selling your services.

Mike O'Horo - August 20, 2018
Well Said

No Need to Walk on Eggshells with Follow-up Emails

When sending a series of follow-up emails to prospects, many lawyers get anxious about how well they’re balancing persistence against the risk of being perceived as pushy and turning off the prospect. This is a legitimate concern. However, you ...

Mike O'Horo - July 23, 2018
Well Said

Associates: Read Your Way to Business Development Success

In an issue of Strategy+Business, management guru Tom Peters suggests a number of books he considers valuable to read. In the interview, he quotes a respected business leader friend who argues that the No. 1 problem with big company CEOs is ...

Mike O'Horo - June 25, 2018
emotional intelligence faces

Is Emotional Intelligence the Key to Better Cross-Selling in Law Firms?

In the legal industry, knowledge is power. In its traditional sense, that phrase may conjure notions of a zero-sum game: I win, you lose. In recent years, however, the business world has begun recognizing a new key to success: emotional ...

Rich Bracken - May 31, 2018
Well Said

One Shift That Will Improve Business Development Results

Business development needn’t be complicated, difficult or distressing. However, for many lawyers, it’s all of that. Most of that can be eliminated by a single shift in perspective. It comes down to this: You need a specific market focus to ...

Mike O'Horo - May 3, 2018
play to win legal marketing with queen of hearts card

Your Secret Marketing Weapon

I’ve noticed that the best rainmakers usually have really good legal administrative assistants (LAAs), and these lawyers are generally very good at engaging their LAAs in activities to nurture existing client relationships and even develop new ones.

Sally J. Schmidt - October 26, 2016
well said in a speech bubble

Keep Your Referral Sources Vibrant

Business development trainer Mike O’Horo is rarely at a loss for words. His new column for Attorney at Work is dedicated to helping you find just the right business development words to use, too.  Last month in "Well Said," he ...

Mike O'Horo - July 1, 2015
Well Said in bubble

Rainmaking Steps: Skirting the Social Dilemma

As we enter the heart of summer, pleasant weather ramps up the frequency of cookouts and other casual events. We find ourselves spending less time with business contacts and more with family, neighbors and friends. Often that includes people ...

Mike O'Horo - July 18, 2014
getting clients title showing three people

Get Real About Marketing

Ready to ratchet up your marketing? Perhaps business is slower than you'd like, or you just don’t like the direction your practice is taking—too much repetition, not enough challenge? Maybe it's time to refocus your practice. Or maybe you need ...

Merrilyn Astin Tarlton - January 11, 2013