Business Development

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How Do “Relationship-Forward” Companies Market and Sell? (Part III)

Reward it. To know that relationship development is valued, one only need look at the annual compensation of rainmakers in the financial services industry. Goldman Sachs’ 250 partner managing directors, who are the...more

How to Fix Your Law Practice Cash Flow Problems

Lack of steady, consistent, predictable cash flow is the number one problem most lawyers tell me they have in their law practices. They tell me that if they could just solve that problem, everything in their life would be...more

Hiring Laterals With an Eye on Business Development

Innovative law firms are increasingly bringing other disciplines into the lateral recruiting, selection, due diligence and integration processes. In particular, business development professionals are being embedded throughout...more

Unique Law Firm Holiday Cards: Lawyers as Superheroes and Ballerinas

I blogged last week about the unique holiday card of the delightful ballet-attired ERISA lawyers at Oakland, California’s Springer & Roberts. I quickly received a Comment from Laura Mazza, a lawyer from Bain Mazza &...more

New SEC Guidance Adds Flexibility to BDC Co-Investing

The U.S. Securities and Exchange Commission (SEC) Division of Investment Management (the Division) just published guidance that will permit business development companies (BDCs) to co-invest with certain persons considered...more

Marketing an International Law or CPA Firm Network (Post 2 of 3):

This is the second part of a three-part post regarding how to market an international law or accounting firm network. Based upon a speech Ross Fishman delivered to Legus International’s Fall Conference, the first post...more

5 Reasons Why You’re Not Engaging Clients to Your Law Firm

In a previous post, I promised to write about how and why client engagement goes off the rails for many attorneys. As I reflected on that, it dawned on me that there really are only a few reasons people don’t engage...more

JDB 065: DIY Video Guy Caleb Wojcik

Entrepreneur Magazine predicts that video marketing will be one of the biggest trends in business for 2015. As I have stated on the podcast before I have been pleasantly surprised at how well video content has done and the...more

The Roundup: This Week’s Recommended Reading (Nov. 21, 2014)

From Around the Web - Law School Tuition: Helped or Hurt by Public Service Loan Forgiveness? An ongoing criticism of Public Service Loan Forgiveness is that the possibility of earning forgiveness in ten years makes...more

3 Reasons Business Owners Could Be Your Best Clients

If you are not currently serving business owners, now might just be the time for you to start. You see, handled the right way, business owners are great clients because…...more

Marketing an International Law Firm Network

As I’ve previously mentioned, I’m a big fan of international law firm networks. I’ve seen first-hand the value they offer to their members, including generating both in-bound and out-bound referrals. But it doesn’t happen...more

Social Media for Attorneys: Good Business or Ethical Minefield?

Social media websites allow anyone — or more accurately everyone — to communicate and share ideas and opinions with a wide-ranging audience. Websites like Facebook, Twitter, YouTube and LinkedIn provide an extraordinary means...more

“You did WHAT!?” – The Powerful Value of Providing Something for Nothing

At the risk of further confirming our reputation as heretics, let us advance what to most practicing lawyers may seem like an outrageous proposition: “Not everything in life has to be a billable event. There are times when...more

Meet Your Clients’ Expectations

We can all benefit from revisiting the essential expectations clients have of outside counsel. Even though none of this is groundbreaking, it’s too easy for outside counsel to get lost in the weeds of day-to-day work and...more

Clients for Life: How to Become a Trusted Advisor

What does it really mean to be a trusted advisor and why would you care? Well, when you’re a trusted advisor to your clients vs. just a “lawyer” they consult for one thing, one time…...more

Picking The Right Attorney

Selecting and hiring a good lawyer is critical in dealing with a legal problem. Lawyers are increasingly limiting the types of cases they handle in an effort to provided better representation and because the law is becoming...more

“Your CMO is stupid. So hire us.”

OK, that’s not precisely verbatim, but that’s what this ad seems to be saying. Wow. Here’s an ad for a B2B marketing company that’s been running lately in Chief Executive magazine: Stein AIS Marketing Manatee Ad...more

How This Investment Firm Hopes to Revolutionize Litigation in America [Video]

Oct. 30, 2014 (Mimesis Law) -- Ralph Sutton, Chief Investment Officer at Bentham IMF, talks with Lee Pacchia about the business of funding small to medium-sized plaintiffs in commercial and patent litigation around the world....more

Legal Business Development: What Is Your Big Goal?

What do you want? Yes, that’s a pretty big question for lawyers since most would start by explaining… “That depends…” I think Forbes contributor, Bruce Kasanoff who ghostwrites articles for entrepreneurs, and speaks about...more

Be accountable as a Plan Provider

When I was working at that law firm and I wasn’t able to draw enough business to my practice, I can fault the law firm partners who didn’t refer me work or the marketing office couldn’t help so much because they were doing...more

Bunkie Hunt and the Marketing of Compliance

Nelson Bunker ‘Bunkie’ Hunt died last week. In a state filled with oversized egos and personalities (i.e. ‘Texas-Rich’), Bunkie was one of the true giants. He was a son from the first marriage of the famous Texas...more

Navigating the Ethical Minefield of Social Media for California Attorneys [Video]

Presentation by Lisa Sherman of Sherman Law Corporation reviewing best practices for California Attorneys using Social Media for networking and business development. ...more

The Roundup: Last Week’s Recommended Reading (Oct. 24, 2014)

From Around the Web - Your First 100 Clients: Representing your first clients is hard. How do you get those first clients? How do you get someone to trust you when you have no track record? (Divorce Discourse)...more

Are You Using the Right Marketing Strategy for Your Practice?

One of the most common mistakes attorneys make in marketing their practice is the failure to adjust their marketing strategies to the changing nature of the marketplace. Increasing price sensitivity, a softening market for...more

DLA Piper: Still in "Growth Mode", Seeking "Escape Velocity" [Video]

Oct. 23, 2014 (Mimesis Law) -- Roger Meltzer, partner and incoming global co-chair for DLA Piper, talks with Lee Pacchia about how his firm has grown to one of the world's largest BigLaw brands in just under ten years....more

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