Business Development

A 12-step law firm holiday card planner and a timeline. Open up your calendar and note these deadlines!

Sally Schmidt | Whether you are a cross-seller or a cross-sellee, here are factors to consider when lawyers try to divvy up origination credit.

If you’re on the fence about whether to start your own practice, these tips from Robert Theofanis may inspire you to make the leap.

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.

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 ...

Sally Schmidt | A common interest won't be the only reason a prospect sends you work. But once you’re on the shortlist, that personal connection can push you to the top.

Lawyers often pursue new clients at the expense of servicing and marketing to existing clients. This is a mistake. It’s also a mistake to pursue new referral sources at the expense of your existing referral network. Your existing network should ...

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.