Columns

prospective client
Keep Your Referral Sources Vibrant

Business development trainer Mike O’Horo is rarely at a loss for words. His new column for Attorney at Work is dedicated to helping you find just the right business development words to use, too.  Last month in "Well Said," he ...

Mike O'Horo - July 1, 2015
Marketing: The Basics of Researching Your Target

The marketing director of a New York law firm told me about a meeting with the general counsel of a Fortune 50 company. His department had produced an advance briefing document for the lawyers, with details about the company and the people who ...

Sally J. Schmidt - June 23, 2015
lawyer at laptop Outlook quick steps
Five Quick Steps to Auto-Handle Email in Outlook

If you're using one of the Ribbon versions of Microsoft Outlook, you've probably overlooked one feature right on the Home tab: Quick Steps. Quick Steps are like macros — they string together several actions and make them all accessible with one ...

Deborah Savadra - June 19, 2015
Nothing But the Ruth
The Undeniable Tour: Lessons from the Road

I did a speaking tour this spring that I called "The Undeniable Tour." It involved a two-week road trip from San Diego to Seattle with five speaking engagements along the way at law schools and bar associations. The tour also provided the ...

Ruth Carter - June 16, 2015
Friday Five
Five Stories to Get Your Name in the Press

Go rob a bank. No, wait, that’s too easy. Plus, you may run into ethical issues with the local bar association. Seriously, folks, getting what we call “earned (free) media” is a little tougher to get. It also takes patience. But with the right ...

Jon Quick - June 12, 2015
dealing with burnout
When the Privilege Waiver Is Unclear

In the attorney discipline business, privilege waiver is a central issue. When a client files a state bar complaint against his attorney, privilege is waived, subject to nuances. (Of course, isn’t everything in law subject to nuances?) What this ...

Megan Zavieh - June 11, 2015
Top Three
Three Questions for the Legal Marketing Experts

Once a month the Legal Marketing Association drops by to apply the wizardry of their more experienced members to your questions. Today Tina Emerson and Nathalie Daum take on three questions: Should I advertise? Why CRM software? What about brand ...

The Editors - June 10, 2015
T-Rex with open mouth jerks at work
A Matter of Trust: Can They Work as a Team?

“I don't think this is going to work.” Judith slouched in the chair opposite my desk. “I mean, I don't know if I can trust her.” I understood. One of our firm's high-powered litigators, Judith was aggressive, tough on opponents, tough on her own ...

Otto Sorts - June 9, 2015
Well Said in a speech bubble
How to Stimulate Referrals from Every Matter

It's not that we want to put words in your mouth. But it has come to our attention that sometimes people struggle with what to say when they ask for work, or try to deliver a specific business development (sales!) message. Business ...

Mike O'Horo - June 1, 2015
Tips for Creating Some Marketing Discipline

When coaching attorneys, I ask them to identify their biggest marketing and business development challenges. Their issues run the gamut from not enjoying cocktail parties to recently having relocated. Some of the issues they name are legitimate ...

Sally J. Schmidt - May 28, 2015
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