Sally Schmidt | Remember that people’s impressions are based on their experiences with you more than on your words.

Sally Schmidt | Keeping clients when your firm is changing is a tricky business and involves a lot of reassurance — not just for them, but for you too.

Sally Schmidt | Whether it's informal conversations with referral sources or formal presentations with prospects, lawyers often are their own worst enemies.

Sally Schmidt | Lawyer networking is like a bicycle wheel.

Sally Schmidt | Ways to maintain your marketing efforts even when your plate is full.

Sally Schmidt | Try not to let authentic relationships get cold in the first place — but if they do, don’t be afraid to make sincere efforts to revive them.

Sally Schmidt | A lot of marketing initiatives let people give you permission to reach out and build the relationship. Work it to your advantage.

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

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

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.