Business Development

Law Firm Cross-selling: The Art of Listening.

Nothing makes me more confused and frustrated than when I anticipate one thing and get something entirely different. When this happens I think that I have failed to communicate clearly or manage my own expectations. (I.e. “How could Santa leave me a book when I clearly asked for a doll? Maybe the North Pole wasn’t [...]

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Doing a Raindance: The Legal Sales and Service Organization Conference 2010

If you’re responsible for business development in your law firm or your own practice, whether a lawyer, managing partner, marketing or business development professional, attending the Raindance Conference should be on your to do list, in my opinion. What is Raindance? It is an annual educational conference presented by the Legal Sales and Service Organization. [...]

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Too Busy For Marketing? Tap Into Your Social Web Communities.

Who has time for business development when you’re really busy with client work? Since the beginning of 2010 I’ve been struggling to balance the time I devote to taking care of my clients-who deserve 100 percent of my attention-and the time I  can devote to writing my blog, following up with the great people I’ve [...]

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Fear of Facebook? You decide.

“Should I be on Facebook?” That is the first question lawyers often ask me these days. Followed by: “Should I trust Facebook?” and “Is Facebook really worth my time for business development?” My answer is an enthusiastic YES! but….. …..only in the hands of a conscientious user who takes the time to understand the population, [...]

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Build a Blog – Build a Law Practice: One Lawyer’s Journey

It’s no trivial thing: the social web opens access to some amazing people that I would not otherwise had the opportunity to meet. It really works – on many levels.  It’s absolutely fascinating to me; geography, culture, time, and professional status are no longer an obstacle to growing my network. It gets more interesting every [...]

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Do What Pleases You: The Ultimate Marketing Plan (Process)

It’s time to develop your marketing plans for 2010. Or so it seems, as the Internet is full of new posts and articles on the topic. It is this blogger’s humble opinion that too much emphasis on a plan and not the process is futile. If you’re not fitting authentic activities into your flow, even [...]

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Social Touchpoints for Your 2010 Marketing Plans

Law firms may need to play catch up if they don’t start integrating social technologies into their marketing, client service and business development mix in 2010. In the late 90’s, the word “touch-point” was frequently heard in legal marketing conversations. There was even a session on it at the LMA annual conference. No longer a [...]

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Is Social Networking right for me?

I knew it had to happen. Up until this point I wholeheartedly believed that any business could benefit from greater exposure by participating on the social Web, but today I advised a company that the social web is not the right place for them to be investing their time, at least at this time. As [...]

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Twitter for Lawyers: Building Business Relationships

Image by luc legay via Flickr You can improve your ability to build meaningful business relationships on Twitter.  I’d like to introduce you to my new role model, Dan Churchill @netbizdan.  Dan is different.  He has a pay-it-forward approach to Twitter; it all starts with the “follow.” As you begin to build your network on [...]

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B-to-B Marketing Fundamentals Don't Change (Short)

2010 Marketing Plan for My Law Firm Goal – Own the first 3 Google results for my law firm; important practice keywords and individual attorneys Objectives – Fill the first 3 pages of any related search engine results with relevant “all about me” stuff. Tactics – Social media, social networking, search optimization [vodpod id=Groupvideo.3509953&w=425&h=350&fv=%26rel%3D0%26border%3D0%26] more [...]

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