Business Development

Jay Harrington | One great way to add value for business clients is having a Q4 “off the clock” meeting to discuss the coming year.

Sally Schmidt | Here's how to build industry expertise and position yourself as an expert in seven steps.

Sally Schmidt | Asking good follow-up questions and prompting a conversation is the path to new business.

In this classic from “The Coach,” Mike O’Horo: Smart advice on how to introduce yourself and get them talking! Following a recent post about networking, a reader asked, “What’s the best way to introduce yourself at a networking event?” What ...

Nobody sets out to write a boring attorney bio. It’s just so easy to follow the usual attorney bio format and rarely update or change it (unless there’s a big pitch underway or the law firm’s website is being redesigned). Attorney biographies ...

I have spent a good deal of my career trying to get lawyers to spend less time with other lawyers and more time with clients and prospects.

Jay Harrington | When it comes to building your practice, specificity is your roadmap, and action is your vehicle. The Specificity Funnel gives you both.

Sally Schmidt | If you haven't learned your client's preferences, you are basically saying you don't care what's important to them.

Jay Harrington | Initiating client conversations positions you as a trusted advisor who is the “first phone call” when new legal needs arise.

Jay Harrington | You need a simple strategy — a one-page marketing plan — that prioritizes rapid action you can build on.