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, where do you begin? The [...]
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 track record of trusted relationships [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]