I referred work to an accountant I knew for a retirement plan audit. He did a terrible job and there are issues regarding his registration to do the work. Making a lousy referral is even worse than doing poor work of your own...more
I have been an ERISA attorney for 14 years and while I took two retirement plan law courses while I was getting my tax LLM degree at Boston University School of Law, it never prepared me for my career as an ERISA attorney....more
Every trial lawyer knows their livelihood depends on their ability to attract clients and generate fees. For a contingency fee based lawyer, that means signing up new clients and winning cases. So why would an attorney who...more
You rarely receive referrals from peer attorneys or clients.
What does this indicate?
If true, this indicates the lack of a structured referral management program in the firm and training in how to request...more
For some time now I have been espousing the power of gifts (giving of your time, doing favors, making connections and sharing your knowledge) as a means to increasing referrals to you. But the key to producing proactive...more
This is the final installment in a three part series outlining an effective way to generate referrals from your network of contacts and clients....more
This is the second installment in a three part series outlining an effective way to generate referrals from your network of contacts and clients....more
Making its most strongly worded statement to date, the Department of Health and Human Services Office of Inspector General (OIG) issued a Special Fraud Alert on Physician-Owned Entities on March 26, 2013, calling...more
The answer is simple. You don't go out and get better leads. Better leads come to you because you offer a valuable solution to a prospect's problem. Allow me to explain but first, let's clarify the hierarchy of lead quality....more
This is an important public service announcement if you are considering hiring a legal marketing company, agency or service to market your law firm....more
Building a network of referral sources isn't easy. In fact it's harder than passing the bar. Why would I say that? Because I see it every day... lawyers, bright and knowledgeable in their practice areas, that have few...more
When it comes to communicating with clients, listening is often more important than talking. It is by listening that you learn what clients want, and then you can give it to them. Which makes for more referrals and better...more