Business Development

The best lawyers are often the most creative lawyers. But that doesn’t mean they are, or even want to be, labeled as “creative.” Creativity has a certain connotation to it — and it’s traditionally been a term associated with, well, creative ...

In my experience, most lawyers who don’t have a book of business would like to have one. And, if they don’t know how to build it, they’d like to learn how. Unfortunately, there are very real obstacles to business development success. The ...

Question: Do lawyers use print brochures anymore? I’d like to avoid that expense and get by with PDFs online. In this month's edition of "Ask the Experts from the Legal Marketing Association," LMA Hall of Famer ...

It is a common lament: “My clients say they only want me. How do I introduce colleagues or juniors in a way that creates trust?”

It’s nearly June. Time to update your LinkedIn profile again! After the inevitable January “fresh start” updates, many people leave their LinkedIn profile alone the rest of the year. If you’re a savvy social media user, you update it every ...

Lawyers have been conditioned, from time immemorial, to believe that successful marketing means broadcasting superiority. You must have won more false awards, and higher verdicts, and would have established further contrived rankings. To a ...

For lawyers, web marketing is what the French call a devoir — a “have to.” But most of us would rather wash our hands of it. We didn't go to school for an MBA or marketing degree. We have a whole desk full of case files demanding our time and ...

Let’s say you just found out you have a rare illness. Suddenly, you are in the market for a specialty physician. You do some research, get some names and make an appointment with one or two doctors. What kind of conversation would you have? My ...

In a feedback interview, a client told a story to explain why a particular law firm did not get the work after meeting with him. He said the firm brought a team of lawyers to the meeting and the partners were doing a good job of asking questions ...

Discussions about cross-selling in law firms remind me of the well-publicized discussions some years ago in the scientific world about cold fusion. Both represent their respective professions’ Holy Grail, but no one in either profession has made ...