Business Development

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Squire Patton Boggs – where’s the website?

There’s been some discussion lately regarding the impressive mega-merger between Squire Sanders and Patton Boggs, and the delay in getting a new combined website online. (See e.g. John Byrne’s post in “The Byrne Blog.”) ...more

8 Steps to Grow Your Law Practice: From “Solo” to Small Firm

“Grow or die!” is a vital mantra in business today, even in the law business. As a solo practitioner, there will come a time when you will be faced with the decision of whether to expand your work or maintain the...more

Linking Business Development to Partner Compensation

In recent years, as client fee pressure has increased and client loyalty has decreased, law firms are investing significant time and money in business development programs. Some partners receive training to dust off selling...more

Six “Simple” Steps to Private Practice

In an age when doctors are running for the hills away from private practice, a great friend of mine, Dr. Yohan Park, is a successful, young pediatrician who is running a busy and lucrative private, solo pediatric practice in...more

Talking About A Revolution

Clients are making it clear that they want nothing short of a revolution in the way legal services are delivered to them. It’s the biggest change the profession has faced in nearly 200 years and it’s one that A&O is...more

Lawyers are Poor [and] Unable to make… a bare living.

In 1911, NY Lawyers Didn’t Have Enough Business. - “Hard times have beset many lawyers in Manhattan and the Bronx.” Subtitled “Too Many in New York for the Amount of Business,” an article from a 1911 newspaper,...more

Should we offer our lawyers marketing training?

Most marketers and marketing committee members routinely attend high-quality marketing programs. It’s so much a part of the job description that it can be hard to remember that most lawyers rarely get any sort of...more

I’ve never seen business cards distributed like THIS before.

I was walking through a large public parking lot recently when I passed by this car with a magnetic sign on the door selling Pre-Paid Legal Services. Mildly interesting from a marketing perspective, it was a nice...more

I Might Have To Smack You If You Do This On LinkedIn

I’m not naive. I’ve seen my share of rotten business practices, along with many good ones, some even great. I’ve witnessed people who try to do good, and plenty who seem to specialize in doing the opposite....more

Why B2B Companies Should be on Facebook

I belong to a bunch of B2B marketing and sales online forums, and one question that comes up constantly, is: Should B2B companies be on Facebook?...more

The MOST-Important Question to Ask Before Updating Your Website is…

I read a lengthy online discussion detailing dozens of interview questions to ask a potential website developer. As expected, the questions focused on Design issues like font and layout, or Technical issues like platform and...more

Abe Lincoln’s 25-cent marketing speech

We’ve all seen the 1858-59 print advertisement where Abe Lincoln announced the formation of his new law firm, Lincoln & Herndon in Springfield, Illinois. But did you know that Abe Lincoln also gave marketing and...more

What’s in it for Them?

I made peace with one of the biggest enemies I had professionally and it’s something I’m proud of. We both admitted we were wrong and acted in haste because of a lack of communication and it was good for business to make...more

The magic of professional gravitas

Since I started this column nearly three years ago, I have discussed a variety of topics which address the evolution of the legal profession and the disruptive forces profoundly changing the way in which we practice...more

Lawyers Need to Drop the Hard Sell

“Sales” is a dirty word at some law firms — one that brings to mind “Glengarry Glenn Ross” or a fast-talking used car dealer. But in an increasingly competitive marketplace, where firms fight one another to land work,...more

Lawyers: One Of The Most Important Questions You Can Ask Your Clients

I was just reading an email from WordPress expert Chris Lema about his recent search for a new job. He was discussing what made him choose one employer over another. Something he said stuck with me because it could help you...more

Social Selling in the Insurance Industry: My Takeaways from LIMRA/LOMA Social Media ’14 Conference

It’s the dawn of a new day for social in the insurance industry. I spent last week at LIMRA/LOMA’s Social Media conference in Boston. I always like LIMRA events. As an industry association, LIMRA convenes a...more

Social Media Guide for Lawyers v.2.0: How-To Guide to Social Media Platforms: LinkedIn for Lawyers

LinkedIn is a business-oriented social networking site with a membership of more than 50 million professionals from around the world, representing 150 industries. LinkedIn serves as an online resumé, offers the ability to...more

You Can Take It With You: Bringing An E-Discovery Case To Your New Firm

Congratulations: you have a new job with a new firm and your client with the “e-Discovery case” wants to come with you, the only “e-Discovery” expert lawyer that it trusts to represent it. But it may not be as simple as...more

Social Media Guide for Lawyers - v.2.0: Best Practices Guide

USING SOCIAL MEDIA TO ADD VALUE AND GENERATE BUSINESS - Social media is an important marketing and business development tool. Lawyers and law firms are beginning to recognize that social media web sites are a ...more

Rebranding a Top Trial Lawyers Group

The Litigation Counsel of America (LCA) is an invitation-only trial lawyer honorary society. It was established to reflect the new face of the American bar. Membership is limited to 3,500 Fellows. The LCA offers its...more

3 Ways to Make Every Networking Event You Attend Worth Your Time

When I attend a networking event, this is what I do to make sure it matters....more

Bloggers: Let Your Content and Your Readers Breathe

EVERYONE IS BECOMING A PUBLISHER - We don’t have much time to grab our readers’ attention these days. They have so much on their plates, and more messages are being thrown their direction than at any time in history....more

How to Make Clients Smile

We connect with our clients and contacts in many different ways — telephone calls, emails and by sharing on social networks. The quality of those interactions determines how we make our contacts feel. If we do it well, we...more

Social Selling Survey — We Asked, You Answered

We’re always interested in how enterprises view social selling. So following a recent PeopleLinx webinar, we surveyed participants on the benefits and challenges of social selling. Here’s what you told us...more

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