How to Stimulate Referrals from Every Matter

It's not that we want to put words in your mouth. But it has come to our attention that sometimes people struggle with what to say when they ask for work, or try to deliver a specific business development (sales!) message. Business development trainer Mike O'Horo is rarely at a loss for words. Starting today, his new column "Well Said!" is dedicated to helping you find the words — and get comfortable using them. Referrals are the Holy Grail of the legal services world. What could be better than having someone endorse you and encourage a potential client to contact you? Yet when it comes to how to stimulate referrals — or even how to make one yourself — there must be a fair amount of confusion. Otherwise, why would it be one of the most frequently appearing topics, not only in legal business development channels, but all business channels?

Originally published June 1, 2015 0 3

Declutter Your Email Inbox: Tips from the Pros

Merlin Mann, inventor of "inbox zero," says his philosophy for effectively managing email isn't about a number — it's about getting your head out of your inbox and on to other, more fruitful things. For this month's Friday 5+ Tech Tips, we asked our tech tips dream team where they fall on inbox zero, yes or no? — and to give a few quick tips on taming the daily stress bucket that is your email inbox. Lee Rosen, Heidi Alexander, Catherine Sanders Reach, Nora Regis, Deb Savadra, Carole Levitt and Mark Rosch have tips, and apps.

Originally published May 29, 2015 0 1

The Benefits of Integrated Legal Research

Legal research has come a long way in the digital era. Today’s attorneys have access to a wealth of previously unavailable research tools, and the ability to streamline and automate large chunks of the legal research process. Two fast-rising stars in the legal technology world have teamed up to address attorney legal research pain points. Via an exclusive integration, law firms using Fastcase (voted the number one mobile legal app two years running by ABA members) and Clio (the number one cloud-based practice management platform) are now able to streamline their legal research workflows and take advantage of the following benefits ... READ THE REST

Originally published May 28, 2015 1 0

Tips for Creating Some Marketing Discipline

When coaching attorneys, I ask them to identify their biggest marketing and business development challenges. Their issues run the gamut from not enjoying cocktail parties to recently having relocated. Some of the issues they name are legitimate obstacles that need to be overcome. However, in many instances, the problems I hear are things like these: a lack of follow-up, not having enough time, not having a plan and sticking to it, or too many balls in the air.

Originally published May 28, 2015 0 0

How to Clean Up Your Writing

Maybe you’ve read the stories about the candidate who wasn’t hired because of spelling errors in the resumé. Or the firm that lost the bid in response to a request for proposal because of grammatical errors on its website. It’s not just lawyers making these mistakes.

Originally published May 27, 2015 0 0

Julie Tolek, Enterprising Lawyer

Who are these “enterprising lawyers”? Actually, they are easy to spot. Look for the more engaged and happier lawyers in the crowd. Deeply invested in the power of the work they do, they have ample interests beyond the practice of law as well. And they seem to have more energy for getting things done than anyone in the crowd. You probably know one — you may even be an enterprising lawyer yourself! Julie Tolek is the marketing-savvy enterprising lawyer behind the "proud New England law firm" Think Pink Law — a "human law firm with human clients." The 2013 law grad's start-up focuses on family law, adoption, and trusts and estate planning. ... READ THE INTERVIEW

Originally published May 26, 2015 0 0

Five Ways to Build True Fitness into Your Day

Fitness, according to Merriam-Webster, is “the quality or state of being fit.” So what, then, is “fit”? Therein lies the key to true fitness. As Merriam-Webster explains, “fit” means “sound physically and mentally.” Here are five ways to build true fitness — both physical and mental — into your busy day.

Originally published May 22, 2015 0 1

Positive Client Experience? How to Improve Hospitality in the Office

“I’m tired of hearing about ‘improving the client experience.’ People come to me because I do excellent work. They don’t care if I’m nice.” Might sound familiar, but it’s only half right. Your clients expect you to do your job correctly — you’ll hear about it if you don’t. Provided your legal work meets their expectations, it’s the overall experience you provide that they'll remember more. That's what will bring them back, and move them to send their friends to you. Your client’s experience improves when you hit three targets: demonstrate your competence, show respect for your client, and remove as much uncertainty as possible from the process so they feel less anxious (remember, anxious people are cranky people). Here’s the trick, though: You can’t just tell your client that you’re competent, respectful and predictable — you have to show it. To start, focus on three aspects of the client experience: how clients get to your office, the time they spend there and what happens when they leave. ... READ THE REST

Originally published May 21, 2015 0 2

Helping Others to Choose Well

An important client texts you for advice on a critical decision, apologizing that circumstances don’t permit a better means of communication. You can’t see or hear each other, and time is of the essence. The decision can’t be deferred. A poor choice may condemn the client to a string of negative consequences. Can you give good counsel solely through short bursts of written words? Remember, hand signals and knowing nods are of no avail. How much does that crimp your style? What do you ask? What do you say? What if you had to write a script in advance to handle the Q&A for such a scenario, to be executed by a bot? Could you possibly anticipate the issues to explore and the points to make, even if you knew exactly what kind of choice the client would be facing? .. READ THE REST

Originally published May 19, 2015 0 1

Crushin’ It: 10 Social Media Misconceptions, Revised

Let’s run down some common misconceptions about social media, and rotate the conversation.

Misconception 1: “Oh No, My Privacy!” Revision: Connect Widely

Now, in case you hadn’t heard, this is social media. If you’re using it to market your business, you’ll want as many people to see what you’re doing as you can corral. I understand if you want to have private accounts, where you don’t post work-related items, or where you can finally say what you really mean. But, if your intention is to generate clients and referrals of clients, and you want to leverage private accounts, you’re better off not having any social media profile at all, since you’d then be unwilling to publicize it. I mean, what do you have to hide? Posts about a recent Supreme Court decision, and its impact on your clients and potential clients? Dear me! If you’re worried about personal or limited-release messages, avoid the included inbox and use email instead, like any normal person would. Connections have intrinsic value. Connections expand your reach. Acquire as many of them as you can, by going public. ... READ THE REST

Originally published May 18, 2015 0 4