Are You Reading These Posts?
Life’s short. You’re busy. I sort through countless law marketing and business development blogs every day to find the post that will help you market your practice, plan for the future, stay ahead of trends, increase your value to clients, and more. So you don’t have to. Are you reading these posts?
Delivering Value is Smart Marketing
If you're not adding value to your relationships, writes Eric Fletcher in If Your BizDev Plan Doesn’t Specify Targets, Don’t Expect Great ROI, you're not doing it right:"Delivering real value to your network is the most eloquent marketing message there is, creating...
read moreThree Business Development Lessons from UPS
Corporate Counsel recently talked to the General Counsel of UPS to find out how the company hires lawyers (UPS GC: Firms Come to Pitches Surprisingly Ill-Prepared). Their findings offer three valuable lessons in client acquisition and development:Clients Are Changing...
read moreIs Your Written Work Worthy of Being Read?
Blog posts, articles, newsletters, and the like that nobody reads are pretty pointless. That’s why you need 10 Rules for Writing To Be Read, from JD Supra, Knox Design Strategy, and Repechage. Here's one:“Be Useful. Think, ‘What can the reader do with this...
read moreWin Friends and Influence People: Join a Trade Group
Membership does have its privileges, writes Thom Singer in The ABCs of Sales - J is for Join. That’s why joining a trade association, chamber of commerce, or other industry club is a smart idea:“While it might sound cliché, it is true that people do business with...
read moreGrow Your Practice By Helping Your Contacts
Your success comes from your relationships, writes Betsy Munnell in 25 Easy Ways to Help Your Network…and Grow your Law Practice. And if you’re not focusing on the wants and the needs and the goals and the objectives of the people you know, it's time to start:“So if...
read more“Good PowerPoint Presentation” Doesn’t Have To Be An Oxymoron
If you give presentations using PowerPoint, you need to read Robert Frost’s 10 Smart Ways To Make Any PowerPoint Presentation Way More Interesting. For most of us, the convenience of Microsoft’s presentation software is a trap that keeps us from focusing on the words...
read moreClear Writing Is Clearly Better
Good writing matters, writes Patrick Lamb in Clear writing makes a difference. The easier your written work is to read, the better people are going to understand it. And the better they understand it, the more they’ll be convinced:“Using 50 readability measures, the...
read moreIt Takes More Than Facebook To Get New Clients
Yes, the importance of social media to your marketing efforts continues to grow. Yes, social media can increase your visibility, and make it easier to find you. Yes, potential clients are probably looking at your social media profiles to get a better idea of who you...
read moreEvery Profession Struggles with Delivering Readable Content
When it comes to writing documents that everyone can understand and use, it turns out that lawyers aren’t the only ones challenged. It’s a problem plaguing financial professionals, too, say Steve Lipin and Adam Rosman in A Plea for Plain English in Financial...
read moreIs Success Without Strategy Possible? No.
Having a strategy, a real, honest-to-goodness plan of action, is your competitive advantage, writes Samantha Graveney in Success Doesn’t Just Happen. It’s Planned For. All of your competitors are doing it (to varying degrees of success), and all of your clients – in...
read moreCommunication Without Listening Falls Short
It’s easy to forget that listening is precisely what makes communication possible, writes Eric Fletcher in This Is Where Communication Begins. Because we want most of all to be heard, to deliver our message. That’s not communicating, though. That’s delivering a...
read moreStop Networking. Start Connecting
Maybe we’ve been going about this all wrong, writes Eric Dewey in 7 Reasons Networking is Dead ... or should be. Maybe we shouldn’t be focused on networking, but rather on connecting:“Networking is very [What’s In It For Me?]. If you've ever been on the receiving end...
read moreThe Road To A Successful Pitch Is Lined With … Practice
If practice doesn’t make perfect, it certainly makes your pitch focused, efficient, and memorable. More importantly, writes Andrew Murray-Brown in Nailing the Fundamentals: The Value of Rehearsing, practicing before a client meeting can mean the difference between...
read moreWrite For Your Reader, Not For Yourself
Sophisticated buyers of products and services can generally determine whether to read an article – whether or not it will provide them value – before they invest their time (and possibly money). So why do so many of those smart buyers become irrational sellers when...
read moreCross-Selling Only Sounds Easy
There’s nothing particular easy about cross-selling, writes Jim Hassett in Cross-selling Strategies: Cultivating New Business from Current Clients. It takes work, a client’s perspective, and above all a new attitude:“Cross-selling should not be approached as a way to...
read moreDon’t Be Afraid to Request a Client Visit
Wondering if it’s a good time to visit your client? Just ask them. Don’t get hung up on whether or not they'll be bothered by the question because they might be busy, writes Nat Slavin in The Right Time to Visit a Client:“That is the bad kind of thinking that drives...
read moreClient Interview Questions That Get Answers You Need
Client interviews don’t need to be complicated, writes Linda Hazelton in What to Ask in Your Client Interviews. But the trick is to get them talking:“For some clients, the only question you may need to ask is: “How could our service to you improve?” […] For others,...
read moreMake Managing Relationships Your BD Priority
The client is king, writes Shirley Anne Fortina in Business Development: Strategic Client Relationship Management, but that king can be fickle. That's why your number one BD activity should be managing those relationships:The better you know your clients, the better...
read moreSharing (Legal Content) Is Caring – Not Giving Away the Store
Adding credible legal information to your blogs and websites isn't giving away the store, writes Susan Kostal, it's demonstrating a true expertise in the law that you practice, it's building trust with the people in a position to hire you, and perhaps most...
read more10 Steps to Successful Hunting in Packs
Lawyers often call on potential clients in groups. Not only because there's "safety in numbers," but because when you're trying to put your best foot forward, sometimes you need more than two. And to keep from tripping each other up, writes Gerry Riskin in Hunting In...
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