Columnist

Sally Schmidt 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

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 »


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What You Don’t Know CAN Hurt You

By | Jan.19.17 | 2 Comments

I’m often reminded of a situation that happened several years ago. I was sitting in a building lobby killing time before an appointment. In the lobby was a small coffee shop. The line was long …Continue reading »


Play to Win

Making Clients’ Lives Easier

By | Nov.29.16 | 1 Comment

Lawyers have a lot of questions about how to develop new business. Once they start working with a client, however, the question often becomes, “How can I expand the business?” The simple fact is that …Continue reading »


Play to Win

Your Secret Marketing Weapon

By | Oct.26.16 | No Comments

I’ve noticed that the best rainmakers usually have really good legal administrative assistants (LAAs), and these lawyers are generally very good at engaging their LAAs in activities to nurture existing client relationships and even develop …Continue reading »


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How Effective Communicators Help Clients Understand

By | Oct.06.16 | No Comments

I read an article recently called “Marketing Yourself as an Expert: What Clients Look For.” According to the research presented, there are five key factors that clients associate with “visible experts”: They come highly recommended …Continue reading »


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Walking in Your Client’s Shoes

By | Aug.17.16 | No Comments

I heard a lawyer tell a joke once that went something like this: “If you’re having trouble with a client, walk a mile in his shoes. That way, you will have a one-mile head start …Continue reading »


Play to Win

Lawyer, Know Thy Client

By | Jul.28.16 | 1 Comment

Recently, I interviewed the partners at a law firm as part of a marketing assessment. I asked each of them whether there is any particular industry or type of client the firm should target for …Continue reading »


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Building Relationships With Contacts

By | Jul.07.16 | 1 Comment

Years ago, someone told me about an accounting firm’s business development training philosophy. The firm had developed a continuum from 1 to 10, where “1” was something like “Would recognize me on the street,” and …Continue reading »


Play to Win

Leap Your Business Development Hurdles

By | Jun.02.16 | 2 Comments

In my experience, most lawyers who don’t have a book of business would like to have one. And, if they don’t know how to build it, they’d like to learn how. Unfortunately, there are very real …Continue reading »


Play to Win

The Power of Facts in Marketing

By | Apr.25.16 | 1 Comment

Let’s say you just found out you have a rare illness. Suddenly, you are in the market for a specialty physician. You do some research, get some names and make an appointment with one or …Continue reading »