Sally Schmidt | Following up with prospects doesn’t need to feel awkward and you don’t need to be pushy.

Sally Schmidt | To build an internal stream of matters, treat your referring colleagues like clients.

Jennifer Griffin Scotton & Jill Huse | While lawyers are often put off by the idea of business development coaching, it can help you lay the foundation for a solid game plan no matter what the future holds. 

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.

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.

Tea Hoffmann: Here's how to conduct a step-by-step LinkedIn profile update — because when your business is running on virtual connections, a stale profile isn’t going to cut it.

Roy Ginsburg | Small firms may be in a perfect position for new client acquisition in 2021 — as long as they follow these three steps.

Sally Schmidt | Right now the edge goes to the incumbent, but there are things you can do to put yourself in a position to generate new business. Here are six business development strategies for this challenging time.

Ruth Carter says having other streams of income helps provide financial stability in the unstable, often stressful world of solo practice. Her new side hustle targets people who won't pay a lawyer, but will buy an online course with legal information.

You don't need to reach a huge audience to build business for your law practice. Narrowcasting, says Tom McMakin, trumps broadcasting in the world of expert service providers.