Play to Win


Play to Win

Seven Ways You May Be Sabotaging Your Business Development Efforts

By | Sep.27.17 | No Comments

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 …Continue reading »


Play to Win

Keep Your Law Practice Ahead of the Curve

By | Aug.30.17 | No Comments

Having worked with lawyers for decades now, I have seen many practices ebb and flow. Bond lawyers who were too busy to look up from their desks suddenly had no work. Bankruptcy lawyers who had …Continue reading »


play to win

Understanding the Client’s Decision

By | Jul.19.17 | No Comments

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. …Continue reading »


Play to Win

How to Work the Room at Networking Events

By | May.23.17 | 1 Comment

After years of working with lawyers, I have concluded that the No. 1 most-despised marketing activity is attending a networking event. The list of things I’ve been told that lawyers would rather do than work …Continue reading »


Play to Win

Writing Your Way to New Business

By | Apr.27.17 | 1 Comment

The other day, I was talking with a coaching client (let’s call him Lawyer A) about some new business he had just received. A lawyer at another firm (Lawyer B) called Lawyer A after reading …Continue reading »


Play to Win

Marketing with a Purpose: Set Objectives

By | Mar.27.17 | No Comments

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 …Continue reading »


Play to Win

The Client Relationship Meeting

By | Feb.23.17 | No Comments

Lawyers have a lot of communication with their clients. But the vast majority of interaction tends to be related to specific matters — requesting some information, reporting on the status of a file, scheduling something, …Continue reading »


Play to Win

What You Don’t Know CAN Hurt You

By | Jan.19.17 | 2 Comments

I’m often reminded of a situation that happened several years ago. I was sitting in a building lobby killing time before an appointment. In the lobby was a small coffee shop. The line was long …Continue reading »


Play to Win

Making Clients’ Lives Easier

By | Nov.29.16 | 1 Comment

Lawyers have a lot of questions about how to develop new business. Once they start working with a client, however, the question often becomes, “How can I expand the business?” The simple fact is that …Continue reading »


Play to Win

Your Secret Marketing Weapon

By | Oct.26.16 | No Comments

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 …Continue reading »