Business Development

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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

Law Firm Business Development: Nailing the Fundamentals

It is one of the simplest yet often hardest questions to answer— “What do you do?” Having a crisp answer can often be the difference between making a connection with a client to help them solve a problem, or a wasted...more

Teaching Presentation Skills as a Core Competence

Whether the situation calls for a young associate to explain the applicability of a new statute to colleagues, a partner to present a client proposal or an industry group chair to deliver the keynote address at a conference,...more

You’ve Got to Tell the Story Right…

It seems law firms everywhere are going back to basics. Who are we and where are we going? What is our strategy? What are we trying to do? Simple questions, all, but not so simple to answer – at least if you want to answer...more

Best in Law: Know 'What-Ifs' of Every Transaction

A standard part of the pre-flight instructions on every airline is the directive to “look around and identify the nearest exit.” That is good advice, because it allows you to be prepared if things do not go according to plan....more

Law Firm Selling – Presenting Bios with Pizzaz!

I’m going to start this post off by saying lawyers test the absolute highest of all professionals in skepticism. So it’s no wonder many lawyers have their own thoughts about the effectiveness of their firm bio and more...more

Feedback Fatigue?

Bloomberg recently published an article on the exhaustion many consumers are feeling about the plethora of customer satisfaction surveys they face. The piece attributes the steady increase in quick surveys to a number of...more

Order in the Court: How David Kelly of the Golden State Warriors Serves the Winning Team

As the general counsel of the Golden State Warriors, one of the NBA's best basketball teams, David Kelly lives the life of at least five different general counsel. He serves as a basketball lawyer, startup lawyer, consumer...more

Social Media Guide for Lawyers v. 3.0: Best Practices Guide

USING SOCIAL MEDIA TO ADD VALUE AND GENERATE BUSINESS - Social media is an essential marketing and business development tool. Lawyers and law firms now recognize that social media is a valuable tool for branding and...more

Build Your Network Like a Roman: Now…Before You Need It

During the early days of the Roman Empire, the Romans lost a war. They lost because they couldn’t support and resupply their armies out in the marshlands between Rome and their allies in Capua. Thirty years later, hostilities...more

7 Tips for a Successful Networking Lunch

In every lawyer’s career there comes a time when they have to start networking and bringing in clients. This usually involves attending functions, meeting new people, and eventually the dreaded “networking lunch.” The lunch...more

Getting to Know You: Joey Telucci

Next up in our series “Getting to Know You,” we profile Account Executive Joey Telucci, aspiring home chef, celebrity watcher and Bay Area sports fanatic. 1. Have you found it beneficial professionally/enjoyable to have...more

Be the Effective Team Your Clients Need

“When I select attorneys to handle a matter, I really look for a team. I want the leader to be familiar with the case and giving people direction. I don’t expect him to get in the nitty-gritty from day one, but you do really...more

Law Firm Selling: It’s Important to Separate When You Are Selling and When You Are Lawyering

When you are pitching business and you hear “you gave the best presentation….but, we hired the other firm,” what happened? You likely educated the buyer and someone else closed the business. Remember to stay in “sales mode.”...more

Rules of the (International) Road: Make an Informed Decision on Agency

Once you decide to do business in another country, you have choices as to the form your business presence there will take. The various options entail different types of commitments, investments, risks, and benefits. Your best...more

Lawyers, Can We Please Talk About Auto Direct and Private Messages?

Okay, raise your hands if, out of the blue, you’ve received a private message on LinkedIn, Twitter or Facebook that was so disconnected from your world that you wondered what that person was thinking....more

How to Deal with Feedback

The single greatest truth in any client feedback effort is simple: If you are not prepared to act on the feedback, don’t ask for it. In every client feedback program—whether we are conducting the interviews ourselves...more

Million Dollar Martini: How to Shake Up Your Network and Mix Up Big Deals

You’ve taken the traditional marketing routes: ads in the local paper, perhaps a quick spot on the radio or a basic web page. But, how do you mix in that extra ingredient that will put your company on top? What can push your...more

Getting to Know You: Penny Desatnik

This is the first of our series, “Getting to Know You,” profiling the professionals of Blattel Communications and exploring what makes them tick. Today, we check in with Account Supervisor and native Clevelander Penny...more

Best times for professionals to post to social

The world is full of coincidences. Once in the airport of Salt Lake City, I ran into Natalie Cook on her way to Romania to do missionary work there. I had met her in high school, so we had a brief conversation and I wished...more

A GC’s Guide to Winning (and Keeping) Business

In my career, I have had the opportunity to be general counsel for a bank holding company, a large state medical center and a state bar association. Each entity was different in terms of its leadership and operating...more

10 Tips to Score a Perfect “10” with your Corporate Clients

As outside litigation counsel, we are often brought in to represent new clients when they are on the receiving end of a fresh lawsuit. Jumping in to get a handle on the matter is key, but taking time to get to know your...more

Law Firm Business Development: Take a Team Approach

We encourage each of our individual clients (Partners, Associates, and Counsel alike) to develop individual business development plans. We also continually emphasize the importance and value of teamwork in business...more

John Carnevale, R.I.P.

John Carnevale, the President and Chief Executive Officer of Sentinel Benefits, a Massachusetts and New York based producing third party administrator (TPA), died of a heart attack suddenly last weekend. I never met...more

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