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Getting Clients: For Lawyers Starting Out or Starting Over (Digital Edition)


By Merrilyn Astin Tarlton

The hardest part about marketing for lawyers is knowing what to do. Merrilyn Astin Tarlton makes that the easiest part with simple and knowledgeable guidelines, worksheets and … the necessary sense of humor.


The most difficult challenge you face as a lawyer is figuring out how to get clients. Particularly if you’re a young lawyer. It can feel like there is a secret no one is telling when other lawyers have lots of clients with what looks like a minimum of work. 

Merrilyn Astin Tarlton has been coaching lawyers to unlock those secrets for over 30 years. In her new book “Getting Clients,” she brings extensive knowledge and a warm sense of humor to walk you through what you need to be doing — and when you need to be doing it — to become the lawyer you have always wanted to be, doing the type of work you have always wanted to do.

With “Getting Clients” as your guide, you will: 

  • Develop your own easy marketing plan
  • Learn simple ways to remain motivated and on purpose
  • Build and nurture your own unique network
  • Apply the best marketing tactics for your target market
  • Reap the rewards of your smart business development activities

What People are Saying About “Getting Clients”

“Even if you have read some of the hundreds of books and articles written on how to get clients, get this book, study it and keep referring to it until it is dog-eared. It is the most comprehensive discussion of everything you could do, how to do each of them and how to monitor the results. And all of this seasoned with Merrilyn’s delightful sense of humor that makes it not only invaluable but also enjoyable to study.”
— Bob Denney, President, Robert W. Denney Associates

“Getting Clients is what every lawyer needs to do. And Merrilyn Astin Tarlton’s book is the best guide for getting clients for lawyers at every career stage. It will give you a kitbag of tools for building the practice you want. Smart law schools should hand it to new lawyers with their diplomas. Wise law firms, small or big, will make sure that every lawyer has a copy.”
— Simon Chester, Counsel, Conflicts and Regulatory Matters, Gowling WLG

“Once again we’re making it too easy on young lawyers entering the profession. Back in my day we had to scrape and scramble to learn about getting clients. But kids nowadays can just buy a copy of Merrilyn Tarlton’s ‘Getting Clients and learn everything that it took us years to figure out on our own. These darn kids have it way too easy!”
— Otto Sorts, Curmudgeon

“‘Getting Clients’ is a straightforward, accessible guide to a process that for many attorneys, is the most daunting and stressful aspect of law practice. To get them started on the right habits, it should be required reading for every first-year attorney. But the book is just as useful as a refresher for more senior attorneys on the fundamentals on business development: Developing your product, communicating effectively about it, connecting with the right audience, and staying disciplined in your marketing practices. The worksheets in Chapter 20 are particularly helpful for planning and organizing your marketing efforts, with helpful prompts that serve as both checklists and reminders.”
— Marian Lee, Senior Director of Legal Talent, Brownstein Hyatt Farber Schreck, LLP

“Merrilyn Astin Tarlton has distilled 30 years of insight and ingenuity into one of the smartest, sharpest, wisest books on legal business development you will ever read. Every page contains great ideas, proven strategies, and sage advice for lawyers who want to build thriving practices and are ready to start right now. “Getting Clients” absolutely delivers on the promise of its title.”
— Jordan Furlong, Legal Market Analyst & Forecaster, Law21

“Gettting Clients: For Lawyers Starting Out or Starting Over by Merrilyn Astin Tarlton provides a commonsensical guide for attorneys seeking to demystify the marketing and business development processes.”
— Tim Henderson Chief Recruitment & Professional Development Officer, Finnegan

“It’s incredibly readable and written by one of the best.  Read it through — then, go back and follow the step-by-step process to build your business.  Recent grads have a road map for how to grow their practices.  The 20-year veterans get a tune-up and reminders to sharpen their focus.
— Mary Beth Pratt Former CMO with several North American Law firms


About the Author
Merrilyn Astin Tarlton
has been helping lawyers think differently about the practice of law since 1984 when she became one of North America’s first law firm marketing executives. Today she works with individuals and organizations to redefine success in the new business of law.

Merrilyn is a founding member and past president of the Legal Marketing Association and a past president and trustee of the College of Law Practice Management. She was honored to be inducted into the inaugural class of the LMA Hall of Fame (often known as the Lifetime Achievement Award) and as a Fellow in the College.

Merrilyn is also a former editor-in-chief of the American Bar Association’s magazine “Law Practice,” was the first chair of the ABA’s Beyond the Breaking Point Task Force, and has been published in numerous electronic and print publications on a variety of law prac­tice management and marketing topics. Much of her recent work has focused on trends impacting the future of the profession and creating and managing change in law firms. She is a founding partner at AttorneyatWork.com.

She lives in Golden, CO, with her husband, Steve, and their cats, Margaret Elizabeth and Agnes Jane. Follow Merrilyn on Twitter @AstinTarlton.

ISBN: 978-0-9895293-6-5
List Price $40 (print); $24 (digital)
Format: 5½ x 7½ softcover and PDF.
143 pages

© Copyright 2016 Merrilyn Astin Tarlton

When ordering 10 or more copies at a time, contact us directly at mark@attorneyatwork.com for the bulk ordering discount.

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