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Play to Win

Marketing Discreetly

How do you tout client experience while maintaining client confidences along the way? Sally Schmidt says there are effective — and discreet — ways to do so.

Sally J. Schmidt - September 20, 2018

Packaging Yourself

Your personal brand includes how you "package" yourself, from attire to tone to table manners. Five things that contribute to a positive or negative first impression.

Sally J. Schmidt - August 23, 2018

Service Delivery Takes Center Stage

On a tactical level, service delivery may be the best way to affect the client experience. It involves interacting, exchanging information and communicating with clients.

Sally J. Schmidt - July 30, 2018

Making Firm Meetings and Retreats Personally Productive

I participate in a lot of law firm retreats and meetings, but one will always stand out. I was talking with representatives of the firm before the retreat kicked off when one of the partners pulled me aside, pointed out another firm partner and ...

Sally J. Schmidt - June 21, 2018

Follow Up to Increase Your Chances of Getting Business

You undoubtedly have heard how important follow-up is to marketing and business development. Clients and referral sources are most likely to refer business to people they have heard from or seen in the prior three months, which means a sustained ...

Sally J. Schmidt - May 23, 2018
play to win legal marketing with queen of hearts card

Business Development Skills That Don’t Take Talent

Those who know me know I love sports. So, it should come as no surprise that I follow sports-related teams, figures and organizations on social media. About twice a year, I run across a list targeted at young would-be athletes of things that ...

Sally J. Schmidt - April 30, 2018
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