Business Development

News & Analysis as of

Myrland Marketing Motivation: Marketing Is Never Boring

Myrland Marketing Motivation, A Little Virtual Encouragement To Start Your Week. More Motivation Than Marketing. It’s A Monday Kind Of Thing! ...more

Secret to a Successful Law-Focused Webinar? The Pros Say: It's the Topic, Stupid

A webinar should showcase what your firm can do, and ultimately, create opportunities for you to do it. Here's how....more

Millennials and the Future of Business Development

As I reflect on a recent discussion among senior partners about which prospect or client to take golfing, I find myself thinking about how perhaps my generation might depart from this traditional method of business...more

A 5-Step Plan for Growing Your Business Using Webinars

Here is a plan that breaks down your activities into five do-able steps - each building on the previous one – and which uses the connective power of webinars to turn general interest in a legal matter into real-world...more

Law Firm Business Development: Be Confident and ASK

Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development. They forget to ask for the business. My client, a young partner with an outstanding book of...more

Could Your Project Utilize New Market Tax Credits?

I came home from work the other day and my middle child had a kitten in her arms. A mangy, dirty, little dark scrawny kitten…gross. I’m not a cat person. OK, that’s not completely accurate. I friggin’ hate cats. The world...more

Informative AND Useful: A New Approach to Proactive Compliance Solutions

Two of the most frequent questions I hear from prospective customers and audiences at conferences are: 1) From Law Firms – “How can I find good use cases for Neota Logic in my firm”; and 2) From Corporate Counsel –...more

Writing Your Business Development Plan for the New Year? Aim for the Impossible...

Make everything you do stand out from the crowd, even it takes a lot more time and requires a lot more work....more

[Webinar] How Law Firms Can Drive Business With Webinars - October 26th, 11:00a.m. PT / 2:00p.m. ET

In today’s hyper-competitive legal landscape, you need to showcase your lawyers’ expertise in front of clients and prospects to drive business. Whether you are attracting new clients, establishing yourself as a thought...more

New to Chambers? 6 Ways to Streamline the Process AND Improve Results

It’s that time of year again! Submission dates for various practice areas and states for Chambers USA are due in the Fall, and Knapp Marketing gets many inquiries from law firms asking for guidance in the process. For firms...more

What Happened to 2016? (And Can We Still Accomplish Something?)

Can it really be Fall again? Some of us have hardly noticed, being more astonished by the Cubs in the playoffs, or perhaps dismayed by the upcoming US election. But law firm leaders know it. As we enter October, firms are...more

Building a Network of Referrals

Every Saturday morning, five baby boomers including myself join together for a 4- to 5-mile run. We’re not fast, but we are committed and make it whenever we can. Four of us work in legal: one is a solo practitioner, two work...more

How Gretzky’s Advice May Teach Us Much More Than Hockey

Wayne Gretzky is famous for being one of the greatest hockey players in history. He is also known for inspiring thousands with his quotes. One of my favorite Gretzky quotes is: “I skate to where the puck is going to be, not...more

How to Keep Your Clients: 3 Valuable Lessons from the GC of UPS

Three valuable lessons in client acquisition and development from the general counsel of UPS, Norman Brothers....more

How to Fail at Collaboration

We all know that many law firms send mixed messages to their lawyers (and often to their clients, too). They talk the talk, but they don’t walk the walk, particularly when it comes to the informal norms and values that...more

Are You Overlooking the Obvious in Your Firm’s 2017 Strategic Planning? LMA Orlando Recap

When building your firm's strategic plan for the new year, don't miss the forest and the trees....more

The “Soft” Drivers of Profitability

One of the many painful lessons learned by the legal industry from the recession is that the key to economic success is a focus on profitability…not just revenue. Far too many firms were focused solely on fees generated with...more

“How will prospects know I’m awesome if I don’t tell them?”

Hi. It’s Ross. Let me tell you a few things about myself: I’m excellent. I have integrity. I’m responsive. I’m experienced. I’m technically knowledgeable. I’m legally effective. ...more

The Pitch Starts at Hello: 5 Ways to Make Sure Relationships Become New Business

Everyone is different and approaches business development in different ways, but if you keep the following five points in mind you will be both more successful at landing new mandates, and less susceptible to discouragement...more

Seven Communication Truths from the Courtroom

I recently had the opportunity to perform my civic duty as a juror. While the timing was inconvenient and the case not all that interesting, the experience provided a great perspective on the dramatic impact of strong...more

D.C. Circuit Rules That the 8(a) Program is Constitutional, But Its Reasoning Raises Questions

On September 9, 2016, the U.S. Court of Appeals for the District of Columbia Circuit (D.C. Circuit) issued a split decision holding that § 8(a) of the Small Business Act does not violate the Equal Protection Clause of the...more

5 Ways for Lawyers to Make the Most of Trade Conferences

Obvious? Not at all, if measured by the number of professional who follow these steps at conferences and other networking opportunities....more

Lawyers, What Are You Waiting For?

The level of frustration among lawyers irritated because their cases and expertise aren’t being picked up by media is not decreasing. I continue to hear the same comments on a regular basis. “This was a major case....more

The Future of Client Service

I was recently challenged to explore what client service will look like in 2026. The good news is the conversation has already started, but the bad news is law firms have a long way to go. It is great that the idea of “client...more

Avoid giving away your services for free

As a former, recovering Vice President of a synagogue, I’m always interested in how other synagogues attract new members. When I was the Vice President, I was in charge of membership and I always tried to bring in new members...more

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