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Learn More About Subscribing to ORIGINATE! |
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What does it take to get new clients and generate more work? Put the best ideas and advice to work for you with ORIGINATE! – the online business development newsletter for lawyers. Click "Learn More"!
§ Read the "FREE September 2007 Issue" under "Archives" above.
Or try this Issue for FREE by contacting the Editors below.
Want a single Issue of the newsletter (about 40 pages)? Only $35! Just Click Here.
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About this Issue: Thriving, not Surviving |
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In this issue, our contributors look at how you can master the challenges of business development, even in today's tougher times. Most lawyers want to control the well-being of their practices and their careers; they want to thrive, not just survive. This month’s articles address ways you can do this. [Click About this Issue for more details.] |
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Lead Article: What General Counsels Want: How You Are Assessed for Corporate Work |
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 In comments made at the Chicago Bar Association, two general counsels, Carolyn H. Clift and Verlyn Suderman, give the inside scoop on what they expect from outside counsel and why. They set out seven criteria lawyers need to know in order to qualify for work with them and what outside counsel must do to deliver the kind of service they value.
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Competitive Intelligence: What Other Firms Are Doing in Marketing/Business Development |
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 Do you know what other law firms are doing to keep their clients and compete for more? Barry Schneider assesses what a recent 2008 ALM Research Survey Report tells us about your competitors’ commitment to marketing, where they’re putting their effort, what they expect from their partners and how they’re making results happen. Plus how you might improve what you're doing to build business.
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Case Study: Thriving in the Face of a Downturn |
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 Michael Cummings looks at how to thrive in spite of a fall-off in business conditions. He finds a good role model in one lawyer who has weathered some of the worst times in his practice. Here are the valuable lessons this Real Estate lawyer learned from that experience and why he is enjoying a record year in his business development.
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Who Said That? - Quote of the Month |
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"If a man does not make new acquaintances as he advances through life, he will soon find himself left alone; one should keep his friendships in constant repair." |
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Leaders of the Pack: A Summer Reading List |
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 Summer is about half-over, and many of us are heading off for a week of R&R. Mark Beese reviews some books you may want to stash in your luggage for an enjoyable read, and a bit of self-improvement - from upping your leadership skills to turning over exemplary last words.
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You Are What You Write: Record Your Efforts for Better Results |
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What can lawyers learn from dieters about improving their business development? As Darryl Cross observes, a simple motivator can make a huge difference. That motivator is keeping a record of what you do in business development each day. Simple and effective. |
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Cross-sell…or Lose That Client |
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  Ron Paquette, an analyst for the Redwood Think Tank, discusses research with Larry Bodine that proves that cross selling is essential for a lawyer to keep a client. And the time to act is now because there is a frightening chance your client is liable to leave within two years and revenue from all existing clients will decrease 12% per year.
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Learn how to make solid business development progress through the relationships you build: grow your contact base the professional way, engage contacts deftly and uncover mutually beneficial opportunities, plus gain introductions to valuable new contacts. 
Marketing experts Larry Bodine, Esq. and Michael G. Cummings host this LIVE presentation.