• office party
    Published On: November 29, 2011By Categories: 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 able to "close" business if [...]

  • Published On: September 13, 2011By Categories: 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 skills.  Instead, prospective clients will [...]

  • Published On: August 18, 2011By Categories: 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 on average, corporate counsel need [...]

  • dog checking email
    Published On: June 13, 2011By Categories: 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 has an important role to [...]

  • Published On: March 29, 2011By Categories: business development for attorneys, legal marketing

    The other day, I called a former colleague to get some advice.  I really value his opinion and he is someone I know I can count on to be frank.  Unfortunately, he is also someone [...]

  • Published On: March 21, 2011By Categories: legal marketing

    As a consultant, I'm always looking for ways to give referrals to other professionals.  I do this because I like being helpful.  But I also know that making introductions that may lead to referrals for [...]

  • Published On: March 3, 2011By Categories: legal marketing

    Learning how to deliver a focused marketing message is a challenge for the most of the  lawyers I meet.   Many litigators, for example, pride themselves on their ability to get up to speed quickly in [...]

  • marketing should evolve
    Published On: September 29, 2010By Categories: legal marketing

    I had lunch the other day with a partner of a small law firm.  I have always considered this individual to be a bankruptcy lawyer;  but as we got caught up, he described himself as [...]

  • Published On: January 23, 2010By Categories: legal marketing

    Every few years, I decide I'm going to attend the annual dinner of one of the charities I support. The event is touted as a great place for lawyers to meet each other but in [...]

  • Published On: July 15, 2009By Categories: legal marketing, marketing in a Web 2.0 world

    My wife and I have lived in the same house for 15 years. During that time, we have hired someone to paint on four separate occasions and each time we have been very happy with [...]