Business Development

Sally Schmidt | Success often can be measured by how many branches you create off an original contact’s tree.

Sally Schmidt | Lawyer networking is like a bicycle wheel.

Ever heard that phrase “Jack of all trades, master of none”? No lawyer wants to hear that today. Why? Because you get credibility from being an expert not a generalist. Credibility equals clients. Clients equal profitability, even more ...

Here are seven tried-and-true tactics along with real-world applications that help lawyers differentiate themselves.

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. Research ...

Merrilyn Astin Tarlton | Asking for business is awkward, but how can you avoid it?

Annette Choti | Perhaps it is time to transform your LinkedIn page into a lead-generating, rank-boosting marketing tool.

Teddy Snyder | Your marketing plan has multiple components. Incorporate daily thankfulness as one of them.

If you are an established lawyer looking to grow your practice, or a young lawyer hoping to build a book of business for the long term, you should give serious consideration to writing a book. Why? There are few, if any, better marketing assets ...

When I ask lawyers where most of their clients come from, the answers I hear range from fridge magnets to radio, but most law firms tell me their business comes from “word of mouth.” That's not surprising. After all, other people recommending ...