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Legal Marketing Play to Win

Business Relationships

Following Up Naturally: Tips for Nurturing Business Relationships

Sally Schmidt | Following up with prospects doesn’t need to feel awkward and you don’t need to be pushy.

Sally J. Schmidt - February 18, 2021
go to lawyer

Be the Firm’s Go-To Lawyer

Sally Schmidt | To build an internal stream of matters, treat your referring colleagues like clients.

Sally J. Schmidt - January 21, 2021
sharing origination credit

Sharing Origination Credit: Be a Cross-Selling Team Player

Sally Schmidt | Whether you are a cross-seller or a cross-sellee, here are factors to consider when lawyers try to divvy up origination credit.

Sally J. Schmidt - November 17, 2020
puzzle pieces personal connection

To Build a Stronger Personal Connection With Clients, Highlight Common Interests

Sally Schmidt | A common interest won't be the only reason a prospect sends you work. But once you’re on the shortlist, that personal connection can push you to the top.

Sally J. Schmidt - October 15, 2020
Lawyer umbrella standing out in many lawyer business development

Six Business Development Strategies for Lawyers

Sally Schmidt | Right now the edge goes to the incumbent, but there are things you can do to put yourself in a position to generate new business. Here are six business development strategies for this challenging time.

Sally J. Schmidt - August 25, 2020
Tool box with legal marketing tools

Five Lawyer Marketing Fundamentals

Sally Schmidt | With all the talk of change, it can be easy to lose sight of the fundamentals. Here are five law firm marketing strategies that are always good ideas, but especially now when the world is upside down.

Sally J. Schmidt - July 22, 2020
how to organize your contacts

Targeting an Industry Niche

Sally Schmidt | Worried about the pipeline? Marketing to an industry niche or subcategory can lead to substantial new business. Here are seven steps to build your expertise.

Sally J. Schmidt - May 19, 2020
how to organize your contacts

Earning a Client’s Trust: What It Takes

Sally Schmidt | If you can earn a client’s trust, you will turn a happy client into a lifelong client. Here are some actions you can take.

Sally J. Schmidt - March 19, 2020
how to organize your contacts

Committing Time to Marketing Your Law Practice

Sally Schmidt | It's amazing how much progress you can make simply by being organized. Here are tips for making sure marketing and business development tasks and activities get a slot in your schedule.

Sally J. Schmidt - February 25, 2020
how to organize your contacts

What’s Your ‘One Big Thing’ for 2020?

Sally Schmidt is a big believer in personal business development plans. However, she is also a realist. Instead of being overwhelmed by end-of-year planning, identify One Big Thing you want to accomplish and be relentless about achieving it. A ...

Sally J. Schmidt - December 12, 2019
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