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 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 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 Schmidt | Success often can be measured by how many branches you create off an original contact’s tree.

Sally Schmidt | Lawyer networking is like a bicycle wheel.

Sally Schmidt | Six associate business development activities to help young lawyers get a running start building their law practices.

Sally Schmidt | Smart lawyers will combine traditional approaches with the lessons learned during the pandemic to create a new hybrid approach to marketing.

If you were to believe everything being written about legal services today, you might think lawyer-client relationships have boiled down to one thing: pricing. Yet in my conversations with clients, fees rarely are the first thing mentioned or ...

Sally Schmidt | After two years away from in-person conferences, tradeshows and other large gatherings, your skills may be rusty.

Sally Schmidt | Know the people who know the right people.