• In the past 18 years, I have spoken to thousands of law firm associates about their career concerns.  While there are a number of themes that are common (long and [...]

  • By Published On: October 30, 2013Categories: legal marketing

    Good marketing is the art of differentiation. If you present yourself like any other lawyer in the marketplace, potential clients and referral sources are less likely to remember you when [...]

  • By Published On: July 1, 2013Categories: Coaching Ideas

    Listen to my interview with Julie Fleming as part of the Legal Rainmakers Virtual Symposium. In this session, I discuss the Legal Sales Life Cycle (i.e. how the balance of [...]

  • By Published On: May 22, 2013Categories: business development for attorneys, legal marketing

    Building relationships with potential referral sources is an important part of building your law practice. But given the huge range of possibilities about who you can spend your time with, [...]

  • By Published On: April 30, 2013Categories: business development for attorneys, legal marketing

    Offering free consultations is a good way to get a conversation started with potential clients. This is particularly true early in your career when you do not have a long [...]

  • By Published On: September 17, 2012Categories: law firm management

    A big marketing challenge for law firms is to figure out how to speak with one voice. Unlike businesses where the products or services are easily described, a law firm [...]

  • office party
    By Published On: November 29, 2011Categories: legal marketing

    Originating business requires the ability to look a prospect in the eye and confidently tell them that you can solve their legal problem.  In sales parlance, you need to be [...]

  • By Published On: September 13, 2011Categories: legal marketing

    It is hard to overstate the important role that confidence plays in building a professional services practice.  Clients generally have no direct way to evaluate the quality of your legal [...]

  • By Published On: August 18, 2011Categories: legal marketing

    Building professional relationships is critical in selling legal services; and one of the key ingredients in building professional relationships is persistence. To illustrate this point, one recent study found that [...]

  • dog checking email
    By Published On: June 13, 2011Categories: legal marketing

    While social media is growing in importance as a tool for mass communication (and therefore as a tool for marketing a professional services practice), for the foreseeable future, e-mail still [...]