Business Development

Social media marketing has, unfortunately, become the techno-version of "marketing by wandering around." It can be immensely time-consuming while producing an extremely low return. You can spend considerable time chasing down likes and followers ...

Recently I was contacted by someone looking for good articles on cross-selling. I noticed that a lot of material discussed the obstacles — compensation systems, internal competition, lack of confidence in colleagues, lack of knowledge about firm ...

Some years ago, I conducted a half-day workshop on business development at an AmLaw 100 firm's retreat. I closed the session by saying the following: “If you don’t remember anything else we have discussed in the last three hours, please just ...

It’s widely accepted that law schools don’t do a very good job — or in many cases don’t do anything at all — to teach law students how to develop business. Many commentators lament this failure, criticizing schools for not focusing on business ...

The more I conduct client feedback interviews, the more I realize how few quality contacts lawyers make with their clients outside the substantive legal work being done. The number of times clients fumble for the name of a lawyer who is actively ...

Not every small law firm can afford a full-time marketing director. But what the right marketer can produce with a minimal budget will probably surprise you. A case in point is the Law Offices of Peter N. Brewer, a six-lawyer boutique real ...

Cat got your tongue? Our special two-week holiday series, “Connect the Dots: A Lawyer’s Guide to Networking,” continues today with good tips on starting and sustaining conversations. You’ve heard about the elevator speech, the 30-second ...

Last spring at ABA TECHSHOW 2015, Philippe Doyle Gray presented his method for using Evernote to manage contacts, especially during events. For today’s installment of  “Connect the Dots: A Lawyer’s Guide to Networking,” we asked him to ...