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

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.

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.

Ari Kaplan speaks with Matthew Prinn, principal of RFP Advisory Group, about why RFPs have become so important for the legal industry.

Want to sell legal services better? Matt Prinn says you need to get the right people in the room (and it's not always the lawyers).

Mike O'Horo explains the process whereby you help those who’ve found you make a well-informed and reliable decision — painlessly for them and for you.

Mike O'Horo explains the perverse dynamic at play when firms hire lateral partners, and what's really at stake.

Do you feel fear and anxiety when trying to close a sale? Here's how to eliminate it.

Before you can draw a line in the pricing sand, you have to have a replacement source of revenue.

Lawyers know they have to stay in contact. Otherwise, you risk missing out on work simply because too long of a gap between communications made the client or prospect forget you. But too many lawyers struggle to generate relevant welcomed ...