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How to Foster Your Law Firm’s Business Development Culture
Clients are the lifeblood of every law firm, yet most firms don’t have a plan in place to encourage their lawyers to develop business and collaborate with one another to attract ideal clients. Even worse, many firms’ policies and behaviors actively discourage business...
6 Business Development Tips for Lawyers During COVID-19
As the coronavirus pandemic continues to impact the global community, lawyers are asking me whether engaging in business development activities is permissible right now. It’s a reasonable question – for many of us, the idea of “selling” or asking people for business...
A Tale of Two Video Calls: Watching and Learning from Public Relations Professionals
With coronavirus moving the workplace from the office to the home, legal professionals, like many others, are suddenly being called upon to be adept at joining meetings and running webinars on video platforms like Zoom and GoToMeeting. As someone who has worked from...
How Lawyers Can Maintain Connections During the Coronavirus Pandemic
As I write this note, most of the world is reeling from the COVID-19 pandemic. We are in frightening, uncharted territory and concerned about friends, family and colleagues in addition to worrying about and already experiencing the economic impact of this global...
Marketing for Attorneys – What to Do First
When building a thriving law practice, it is critical to follow a strategic marketing plan. Be sure this plan is tailored to you and your ideal clients, and works with your schedule, preferences, and budget. Many attorneys lack focus when it comes to marketing. They...
Not Turning Prospects Into Clients? Avoid These Top 5 Turn-Offs
Are you working hard to develop your book of business, but not reaping the results? Make sure you are not sabotaging your rainmaking efforts with one or more of these 5 common mistakes. Pushy Selling. Do you like a hard sell? Do you feel that you’re in good hands with...
Denial – The Lie That Can Torpedo Your Career
I recently spoke with Justin, a young lawyer who had just been fired from his firm. He was blindsided and bitter. “It doesn’t make any sense,” he told me. “For three years they told me I was doing fine. Then, all of a sudden, they changed their tune. At my annual...
Part 4 of Craft Your 1-Minute Introduction – 7 Ways To Differentiate Yourself
If you’ve read the other articles in this series, you now know that if you don’t have a powerful introduction that’s compelling and memorable, you are likely wasting your networking efforts and blending into a very large and undifferentiated crowd of lawyers. It’s...
Part 3 of Craft Your 1-Minute Introduction – The Business-Killing Assumption You Are Making
Imagine you meet someone at a party, a little-league game, or a local chamber of commerce event who introduces himself as an accountant. Quick! Are you ready to hire him? Are you ready to refer a perfect client to him? No? Well, why not? One explanation is that you...
Want To Bring In More Business This Year? Keep It Simple
It’s a new year and the possibilities seem endless. Whether you are calling it a new year’s resolution or hope springing eternal, you are likely looking forward to all the opportunities a new year brings. This may be your best year ever – the year you bring in all the...
Warm Up Your Emails To Develop Better Professional Relationships
In the last week, I have received hundreds of business emails from multiple sources, including colleagues, clients, prospects and vendors. Like the people who sent them, the emails come in a wide variety of styles and span a spectrum from well-written and professional...
Grow Your Practice By Becoming a Center of Influence
Do you know that one lawyer or business owner who seems to have no trouble bringing in clients? The one lawyer or business owner who seems to know everyone and whose name is on the tip of every tongue? What’s so special about that lawyer? Is he a better practitioner...