Business Development

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Client-Centric Data Analysis, Part I

Large law firms recognize the importance of client focus. To relate to clients, these firms work to understand their clients’ business and industry. Yet, for practical reasons, acquiring this “client-centric” understanding...more

Break Free of Paralysis and Get Your Law Practice Going in Two Steps

RF green light semaphore-1151556-m“Analysis Paralysis” could be the biggest reason you’re not making progress toward the life you want. As lawyers, we’re uniquely terrified of failure, more so than almost any other...more

Ten Quick Ways to Build Your Network

There is one rule for LinkedIn: Don’t connect with total strangers — unless they seem interesting, have the potential to turn into clients or could serve as referrals sources. Research by Kredible Technologies Inc. suggests...more

CRM Success Steps and Strategies - Part 8: Train Continuously

Finally, even if you get everything else right, CRM won't succeed without effective training. It’s important to develop training plans and materials targeted to the needs of key groups....more

Design a Successful Business Development Training Program: Part 4

Recently, while preparing for a group retreat, I asked a few senior associates to describe what they believed to be their business development goals for 2015....more

Valentine’s Day Every Day

More likely than not, you gave or received a valentine this weekend. It may have been wildly extravagant or the simplest of gestures, but regardless you made or were made to feel special, cared about, valued and loved....more

Why Are So Many Lawyers Broke? (Part 2 — Differentiate Yourself)

Let’s be clear… Competing on price is NOT a strategy for the long-term success of your law practice. It diminishes your value in your client’s eyes, not to mention your self-worth, which will eat you alive over...more

Tips for Finding a Good Law Firm Web Design Firm

Having a website designed and built is a lot like building a home. There is more than one way to accomplish the project and many people claim they can do it well. It used to be that lawyers did not have to put a lot of...more

7 Reasons Why Your Law Firm Has Not Yet Found the Right CMO

A number of law firm leaders have expressed concerns to me regarding what they perceive to be a lack of quality and qualified candidates for the most senior law firm marketing positions, such as chief marketing officer or...more

Design a Successful Business Development Training Program: Part 3

Developing a successful client relationship often requires lawyers to pass what we will refer to as the “chemistry test,” a visceral combination of requirements, unique to each of us, that helps us assess and ultimately...more

Never give into disillusionment

If you start a retirement plan practice, it can be frustrating. Like I always say about thing in my life, “If it wasn’t a struggle, it wasn’t any fun”. Building a retirement plan practice isn’t easy because a stash of clients...more

The Power of Listening

Great lawyers—the ones who have the highest client loyalty, extraordinary business acumen and an innate understanding of what it truly means to be successful—all share one common trait: They listen....more

6 Ways To Grow Your Law Practice With Content Marketing

There are ways to leverage content marketing that can help you grow your law practice. What is it? - Content marketing involves creating and posting helpful, valuable content online, while increasing exposure,...more

Here’s Your To-Do List for LinkedIn

“I’m a creature of routine,” a successful law firm partner told me. “If I only had a list of things to do on LinkedIn, I know I could get those tasks completed on a daily basis. I just don’t know what to do.” OK. Here...more

Sharing Online: It’s Not Just for Narcissists

Lets face it, we have reached an-all time high in narcissism in the United States. Facebook and Twitter seem to fuel the fire, giving some users the impression the world cares what they ate for lunch. This behavior is ruining...more

The Roundup: This Week’s Recommended Reading (Jan 30, 2014)

From Around the Web - Why Do Entrepreneurs Take the Leap? If sudden wealth is not the likely outcome of starting a company, what motivates someone to take the risk? (Stanford Business)...more

Big Data? How About No Data?

There’s a joke that 50 percent of marketing is effective, we just don’t know which 50 percent. The joke is even more exaggerated at large law firms, which tend to overlook marketing and business-development metrics....more

Your Checklist for Twitter Success

Social-media tools are easy to use. Changing our old behaviors can prove more difficult. To help lawyers make tools like LinkedIn and Twitter work for them and their practices, I’ve put together checklists — daily steps you...more

10 Steps to an Outstanding LinkedIn Profile

LinkedIn is an excellent marketing tool for lawyers. Here’s how to make your LinkedIn profile—your first impression there—as effective as it can be....more

Pinnache and Pizzazz or Milquetoast and Vanilla

Some people speaking with style. Some put you to sleep. Most law firm websites are the latter. Law firms are so afraid of offending someone that they fail to capture the hearts of anyone. We’ve tried to be the former, to let...more

6 Steps to Turning Clients into Raving Fans (Who Refer You to Everyone)

The two most important systems in your law practice are your system for engaging new clients, and your system for serving those clients in such a way that they become raving fans. My last article laid out 7 steps to a great...more

Design a Successful Business Development Training Program: Part 2

My oldest son Jess is a gifted sales professional. The best advice he shared with me? “Dad, if you want to be successful in sales, you must first know your product.” ...more

The 30 Best Law Firm Tag Lines Ever. (2 of 3)

Tag lines are hard – a small handful of strategically selected words that encapsulate everything you stand for and want your target audience to know about you. Safe or boring blurbs like “Clients Matter” or “Since 1979?...more

15 Inbound Link Strategies for Lawyers

Inbound links remain an important factor for ranking a website. Building links is also one of the most challenging optimization tasks because it takes a lot of time and sustained effort to be successful. Fortunately there...more

We Prefer A More Subtle, Delicate Approach

For those of you who have been with us since the beginning of this wonderful collaboration of legal and marketing types, known as DuetsBlog, you also know we have a mascot dubbed Duey — he’s depicted in the squirrel graphic...more

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