Business Development

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Nailing the Fundamentals: The Value of Rehearsing

While in NY recently, I found myself outside Carnegie Hall. Whenever I find myself there, I often think of the old joke attributed to Jack Benny that goes “How do I get to Carnegie Hall?” To which Jack replied “practice,...more

What Executives Want from Go-To Outside Counsel

Last week, a friend of mine here in New Orleans asked me for a referral for a good internal medicine physician. Being a corporate lawyer by training and practice, I don’t know which internal medicine physicians have the best...more

The Myth of Bigger as a Strategy

Seth Godin had an insightful post in his blog today, Bigger for?. He writes about the pains of checking into a huge hotel, where no one knows your name, there is always a line at check-in and the gym is full at 5 in the...more

“It’s just $10 an hour.” Not quite.

I was having lunch with a friend a few days ago and we started talking about the legal industry’s move to pay starting lawyers $180,000 a year. Plus benefits. To me, salaries of this kind are the product of the criminally...more

Law Firm Revenue Growth: Business and Market Intelligence Keeps Client Teams Moving Forward

Sitting in a client team meeting recently and listening to the lead partner confidently discuss his knowledge of the client and how the team can pursue new opportunities for gaining more client share was another one of the...more

Stories Help Reinforce Key Messages

I am a devoted fan of National Public Radio and suspect many who are reading this post also find their news stories both informative and memorable. Nina Totenberg, who covers the Supreme Court, is a particular favorite of...more

Myrland Marketing Motivation: I Don’t Have Time.

Myrland Marketing Motivation, A Little Virtual Encouragement To Start Your Week. More Motivation Than Marketing. It’s A Monday Kind Of Thing! How many times do you think or say “I don’t have time?”...more

Chambers Referees: Valuable for More than Just Rankings

While Chambers submissions may seem like a time drain of epic proportions, direct positive benefits can be gained in the process far beyond the ultimate rankings themselves. Asking clients and colleagues to act as references...more

The CRM Framework

Once you have a solid CRM foundation to build upon, it’s time to begin building out the CRM framework for your system. Of course, the building blocks for every CRM are the contacts, including both people and companies....more

Law Firm Business Development: Advice from a Taxi Driver? Read On!

I recently arrived in DC and grabbed a cab to the law firm where I had a meeting. En route, the cab driver asked me where I went to college. I told him and then asked him the same question and he told me he was currently...more

Answer Your Phone

One of our more popular blog posts last year talked about the importance of actively listening to clients in a world of many distractions. We quoted author Sherry Turkle’s observations about putting away your cell phone to...more

5 Strategies to Grow Your Business – Action Items from the LSSO RainDance Conference

Sheenika Shah's recap in five lessons of the recent LSSO Raindance Conference in Chicago....more

Lack of Business Development Support May Be Just What You Need

I recently attended the Legal Sales and Service Organization’s Raindance Conference in Chicago, which, by the way, I highly recommend. The keynote speaker, Jeff Kaplan, PhD of the J. Alan Group, spoke about a growing trend in...more

Delight Your Clients with G.L.U.E.

At the recent Client Experience in Professional Services conference in Durham, North Carolina, Stan Phelps shared his insights about winning the hearts of customers and influencing positive word of mouth. Phelps is the author...more

Are You Investing Your Firm's Billable Hours Wisely? 10 Questions to Make Your Writing Efforts Matter

Law firms are in essence considering the job done once their articles are approved and published. But is the goal to just get it published? Isn’t the goal to get it read by the right people to the benefit of the attorney who...more

[Event] The 2016 Accountant Liability Update: Strategies for Success and Risk Avoidance - June 23rd, Waltham, MA

LeClairRyan invites you to join us for a free half-day seminar: The 2016 Accountant Liability Update, Strategies for Success and Risk Avoidance. The stakes could not be higher or more challenging. It is not your father's (or...more

LMA 'Body of Knowledge' Helps Elevate Legal Marketers to Business Leaders

The Legal Marketing Association has developed a Body of Knowledge (BoK) to clearly define the accepted domains, competencies and associated skill sets needed at the essential and advanced levels of the legal marketing...more

Focus to Grow: A Winning Practice Strategy for a Digital Age

Lawyers often tell us they have limited time to devote to marketing and business development and want to know the most effective way to maximize their time. Without hesitation, our response is “specialize!” (Actually, because...more

Social Media Guide for Lawyers v. 3.0: LinkedIn for Lawyers

LinkedIn is a business-oriented social networking site with a membership of more than 300 million professionals from around the world, representing 150 industries. LinkedIn serves as an online resumé, offers the ability to...more

Turn Virtual Connections Into Real-Life Opportunities - Q&A w/ Top Author @RichardBistrong  [Video]

A full recording of a recent webinar titled "Content, Connections & Community: Q&A with Richard Bistrong on Turning Virtual Visibility into Real-Life Opportunity..." As the title suggests, this terrific, wide-ranging...more

Advertising won’t fix this

Over the years, I worked with many organizations starting back with student political organizations and the school paper at Stony Brook. This includes actual businesses, civic and religious organizations. Many of these...more

How to Increase the Value of Your Business and See More Green

A general rule in your financial success in business is that you cannot increase profits directly, only indirectly. You must have a specific strategy. The only thing that you can do to increase profits is to improve the...more

Law Firm Business Development:  Don’t make this common mistake when following up with a prospective client

I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap many of us can fall into.  Consider the following email outreach...more

The Antidote to Death by Meetings

Law firms love meetings. And in most law firms, meetings are ineffective because of broken structures, focus and outcomes. Let’s point out of the obvious: - Firms ask individuals who are the busiest, the most critical...more

Under the Dome Special Edition: 2016 Summary of New Maine Laws

We are pleased to share our 2016 Summary of New Maine Laws enacted during the Second Regular Session of Maine's 127th Legislature, which adjourned sine die April 29, 2016. We provide you this summary to help you stay...more

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