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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"!
§ Try Our FREE Sept. 2008 Anniversary Issue and September 2007 Issue
under "Archives" above.
NEW: Complete listing of all 116 Articles from Our First Year! - CLICK HERE
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About this Issue: Usual and Customary Practice |
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Now, as next year beckons, it’s time to turn good ideas into action, making them your usual and customary practice. This issue offers suggestions from lawyers and experts that are put to effective use every day. Don’t wait to make them a habit for you. |
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Premeditated Business Development: How it Can Work for You or Against You |
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 Lawyers in smaller firms are successfully luring away prize clients of large law firms by using what Larry Bodine calls premeditated business development. Especially during the recession, one enterprising way to prosper is to take advantage of weaknesses in the relationships between competing law firms and their clients. Here's how this can work for you or against you.
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Rx for a Growing Practice: What Your Doctor Could Tell You about Business Development |
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 What can a psychiatrist, the Snore Doctor, and a Wandering Surgeon tell you about business development? Quite a lot, according to Barry Schneider. Here he takes some good lessons from a few smart doctors and shows how they can better your business development – though improved contact-making, offering services so people care about them, and growing your referrals.
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Get the Words Out; Get the Names In - Speaking and Writing with a Purpose |
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Third Stage of the 12 Step Pipeline: In his ongoing series about managing your sales pipeline, Andy Havens turns to the use of public speaking and article publishing as a means of building up a set of prospects. From a business development perspective, your aim in these activities is to build up a solid, orderly database of contacts. Here’s how to do it. |
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Clients at the Gate: Why You Can’t Afford to Keep Your Colleagues a Secret Anymore |
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 Lawyers have a lot of reasons to keep from introducing their colleagues to a client. But one big reason to do all you can to cross-sell: the frustration your clients are expressing. Darryl Cross hears them complaining about gates that seem to be closed to them, limiting access to all the talent within your firm. And he explains what you should be doing instead.
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Let Your Presentations Come to Life |
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  Avoid the painful death of so many talks. Steve Hughes cautions how to perk up the impact of your speeches or presentations so you can get your message across effectively. As reported by Janet Ellen Raasch, he explains how to get the reception you want by delivering the right content and then using these techniques so you don’t blow it.
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Top Ten Networking Tips for Lawyers |
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Sometimes the most valuable marketing you can do is to go back to the basics. You don’t need to be told these things, like wearing your galoshes in the cold and snow, and yes, you’ve probably heard many of them before. However, admonishes Christy Burke, have you made these ten networking tips a habit yet? |
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Marketing Tip: Crafting the Perfect Case Study...and Why |
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 There is no more powerful way to market yourself than through a case study of what you’ve done for a client. But you want to make sure you get the most out of it. So keep in mind why the case study carries such power, asserts Michael Cummings, and give yours this six-step structure for the greatest impact.
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