"Turn the key on maybe tens or hundreds of thousands or more in business..." Praise for ORIGINATE!

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In this issue, we offer several recommendations on how to deal with the current onslaught of bad news and bad times. So much of what’s happening is out of our control, but – as our contributors imply – you can take control of how you navigate through the storm.

Following up his prior discussion of why advertising is a good first-step for a legal sales pipeline, Andy Havens explains how to do good advertising. He covers 10 simple, straightforward ways you can make advertising effective for you - particularly in your choice of methods - and adds one hard way that might be the best of all.

Planning to publish an article as part of your personal marketing plan? Janet Ellen Raasch explains the critical differences in style between writing in legal documents/journals and writing for a business publication or broader audience.

Too often lawyers fail to make the most of the opportunity a speech affords them, missing out on ideal contacts and follow-up opportunities. Larry Bodine, Esq. reminds us to think of a speech as a group sales call. That means, build it on a hot issue and center it on the audience’s troubles dealing with that issue. That focus, plus some other ways of ensuring follow-up opportunities, can make your speaking a highly effective business generator.

"Wisdom too often never comes, and so one ought not to reject it merely because it comes late."

Lawyers still lag in managing their client relationships, with the result that they lose clients or lose files that should have come from the relationships. From these legal service clients Michael Cummings hears plenty about what lawyers do wrong. Here are the six key mistakes and what you can start doing about them.

E-alerts are the energy boosters of business development, delivering the eye-opening news, trends and changes that allow lawyers to deepen relationships, discover legal needs of clients and assess the firm’s position in the marketplace. Larry Bodine, Esq. details how you can supercharge your business development engine from a host of online news alerts sources.

There are some good marketing techniques, as well as operational shifts, than can help you survive cash flow problems and the slowdown of legal work. Darryl Cross offers ten basic ones that any lawyer can apply immediately.

According to reviewer Margaret McCaffery, there is much common sense – strategic and practical – in this concise book…about the four key steps in networking, the value of ongoing networking, about reciprocating to ensure a good relationship, and how women face both challenges and opportunities that differ from men’s.