Latest Publications


20 Behaviors of the 100%-Capable Attorney Rainmaker - How Many Do You Practice?

What does it take to be a great rainmaker, able to generate millions of dollars in business - each year, reliably?...more

Holiday Marketing? No: Lawyers, Focus on Strategic December Business Development Instead...

Lawyers, don’t attempt to get new business during the holiday season. From Mike O'Horo, here's why - and what to do instead....more

Business Development Not-to-Do #9: Take a 'Fogameer' Approach to Your Sales Pipeline

Too many lawyers let anyone into their pipeline who can fog a mirror. Here's how and why to free up time for better prospects....more

What Lawyers Need to Know: Sales and Marketing Are Not the Same Thing

Law firms need to define these functional roles in a way that separates their responsibilities clearly....more

Business Development Not-to-Do #7: Pursue a "Yes"

Your biggest competitor, with an estimated 30% market share, is "no decision."...more

Business Development Not-to-Do #6: Limit Yourself By Geography

Why not let potential clients decide how important your location is?...more

Business Development Not-to-Do #5: Live In the Past

Clients in mature industries experience the same increased competition, price pressure, and shrinking margins as you do. ...more

Do You Deserve Business Development Training?

The days of paternalistic law firms maintaining client-less lawyers at their longtime compensation levels (or at all) is over....more

Business Development Not-to-Do #3: Establish and Reinforce Your Expertise

In a buyer's market, your expertise and experience becomes the entry fee, not the winning bid....more

The Bright Line Between Lawyer Marketing and Sales

Successful marketing gives you a willing person to sell to, but you still have to make the sale....more

Business Development Not-to-Do #2: Focus on the Legal Department

Stop viewing companies through the narrow keyhole of the Legal Dept. Do this instead....more

Business Development Not-to-Do #1: Pursue Individual Companies

One in a series of business development tips for lawyers, steering away from unproductive efforts and focusing on action items that actually make a difference....more

In Business Development, It's Time For Us to Invest In "Idea Relationships"

In a digital age in which information flows freely and everyone expects answers at the stroke of a keyboard, “Idea Relationships” succeed because your relevance is initially determined by what you know, not who you know....more

What's the True Cost of Traditional Networking?

Relationships don’t sustain themselves. That means overhead. Each relationship requires you to invest time, attention, effort, and creativity....more

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