Columnist

Sally J. Schmidt is President of Schmidt Marketing, Inc., which offers marketing services to law firms. Sally was a founder and the first President of the Legal Marketing Association. She is a Fellow of the College of Law Practice Management and was one of the first inductees into the LMA's Hall of Fame. She is the author of "Marketing the Law Firm: Business Development Techniques" and "Business Development for Lawyers: Strategies for Getting and Keeping Clients." Sally writes Attorney at Work's "Play to Win" column. Follow her on Twitter @SallySchmidt.

Play to Win

Writing Your Annual Business Development Plan

By | Nov.21.17 | No Comments

This is the time of year when many law firms require their lawyers to develop a personal marketing or business development plan. Even if it is not required, most lawyers start thinking about their goals …Continue reading »


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Checklist for Staffing Your Law Firm’s Trade Show Booth

By | Oct.25.17 | No Comments

Not so long ago, suggesting that lawyers would stand behind a table at a trade show would have been deemed heretical. Times have changed. Recently, I’ve heard a number of people discuss their firms’ participation …Continue reading »


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Seven Ways You May Be Sabotaging Your Business Development Efforts

By | Sep.27.17 | No Comments

In initial meetings with lawyers, I like to have them tell me what they’ve done in marketing and business development — what has worked and what hasn’t and what they are trying to accomplish. I’ll …Continue reading »


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Keep Your Law Practice Ahead of the Curve

By | Aug.30.17 | No Comments

Having worked with lawyers for decades now, I have seen many practices ebb and flow. Bond lawyers who were too busy to look up from their desks suddenly had no work. Bankruptcy lawyers who had …Continue reading »


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Understanding the Client’s Decision

By | Jul.19.17 | No Comments

I’ve always liked the saying “If the only tool you have is a hammer, you tend to see every problem as a nail.” I think lawyers often make this mistake when approaching business development opportunities. …Continue reading »


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Dealing With an Upset Client

By | Jun.22.17 | 1 Comment

It’s almost a certainty that, at some point, every lawyer will have an unhappy client. In his seminal research on loyalty, business strategist Frederick Reichheld concluded that simply satisfying clients is not enough to retain them. …Continue reading »


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How to Work the Room at Networking Events

By | May.23.17 | 1 Comment

After years of working with lawyers, I have concluded that the No. 1 most-despised marketing activity is attending a networking event. The list of things I’ve been told that lawyers would rather do than work …Continue reading »


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Writing Your Way to New Business

By | Apr.27.17 | 1 Comment

The other day, I was talking with a coaching client (let’s call him Lawyer A) about some new business he had just received. A lawyer at another firm (Lawyer B) called Lawyer A after reading …Continue reading »


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Marketing with a Purpose: Set Objectives

By | Mar.27.17 | No Comments

I recall a lawyer friend of mine telling me with excitement that he had been successful in setting up lunch with an assistant general counsel of a target company. Afterward, when I asked what he …Continue reading »


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The Client Relationship Meeting

By | Feb.23.17 | No Comments

Lawyers have a lot of communication with their clients. But the vast majority of interaction tends to be related to specific matters — requesting some information, reporting on the status of a file, scheduling something, …Continue reading »