Business Development

Regarding your self-promotion, I have good news and I have bad news. Good news: There are more opportunities to promote yourself than ever before. Bad news: The sprawl of marketing opportunities is so fractured and vast, you'll need multiple ...

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 had accomplished, he said, “We had lunch.” My next ...

This is something old-school lawyers say a lot: "Your best sources of referrals are your existing clients." And, for word-of-mouth, referral-based law firms, it’s probably true that referrals from other lawyers or from existing clients are 1-2. ...

Having your own clients and business has long been characterized as “critical” for lawyers in firms of any size. Now that’s elevated to the survival level. The days of paternalistic law firms maintaining client-less lawyers at their long-time ...

“Let me tell you how wonderful I am!” One of the most difficult things about business development is having to promote yourself. Given the centuries-long tradition that deems it unseemly for lawyers to talk about their accomplishments, ...

If you write and interact online or on your phone — which is everyone — you’re engaging in digital marketing. Why not put some strategic thinking behind your efforts to get more leads and clients? "But it seems daunting," you say. "I don’t ...

Your legal career comes down to a choice between two paths. One feels safe, the other fraught with risk. One requires conformity, the other originality. One leads away from fear, the other straight toward it. Building a successful personal brand ...

Attorney at Work (www.attorneyatwork.com) announces the release of “Getting Clients: For Lawyers Starting Out or Starting Over,” a new book by legal marketing hall-of-Famer Merrilyn Astin Tarlton. REVIEW COPIES AVAILABLE Review copies and ...

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, checking on a payment. ...

How do you manage a post-speech chat with someone who chooses to tell you how the problem you spoke about affects their company, and convert it into a solid opportunity? Last month, I showed you how to greet and interact with the group of people ...