How you treat your colleagues is how they assume you’ll treat their clients.

You can do plenty of things besides referring work to stay in the good graces of potential sources of business.

The biggest challenge in business development is inertia — not yours, but the prospect’s. Here are tips to get the prospect off the dime.

Having a personal relationship will make your lawyer-client relationship more satisfying — and it is particularly helpful if there is a glitch. Here are 10 ideas.

Football games are often won or lost in the fourth quarter. You are in the fourth quarter now. Here are some things you can do to finish the year strong.

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.

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.

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.

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 ...

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 ...