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October's Feature Article: Capturing the Voice of the Client
§ To see the article, Click Here.
  Charlie Miller, Deputy Managing Partner, and Ronna Cross, Director of Business Development, at Patton Boggs understand it's vital for lawyers to "capture the voice of the client" if they want to serve their clients ably and profitably. Here they examine the what, why, when and how of doing so.
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Learn More About Subscribing to ORIGINATE! |
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Are you serious about growing your practice and becoming more proficient at business development? ORIGINATE! is our new monthly online newsletter with exclusive articles, tips and tactics from experts you can rely on within the legal profession. And it's much more than a newsletter...your annual subscription comes complete with Personal Coaching, Ongoing Training, and Peer Support.
Note: Articles from other issues are viewable by subscribers only. However, you can now purchase a single monthy Issue of the newsletter (the complete issue but without other benefits). Only $35! Just Click Here. |
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Self-Help: Rate Your Personal Marketing Performance for 2007 |
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 Barry Schneider advocates a look-back at this year to starti improving results for next year. But for real improvement look past bottom-line results (like fees). For long term success, you have to focus on improving HOW you market and sell. |
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Michael G. Cummings argues that most lawyers can become adept at business development by makin just one fundamental change: how they think and act on a daily basis. He profiles one successful lawyer to show how you can make the shift in attitude that spells success.
Adam August, Esq., an Associate, is an entrepreneur at heart. In this interview with Mike Cummings, hear from him about the eight essential lessons he has learned for success at business development and client relationships.
Larry Bodine, Esq. challenges us to recognize that a prospect without problems or the willingness to deal with them is an unmoveable object. So look for leads among the troubled and ask questions to diagnose what you can do for them.
Paul Herrmann explains how law firms and individual lawyers often fail to gain from mergers, in terms of client/market perceptions of its value. Corporations demonstrate some valuable lessons for firm and lawyers about taking control through early, effective marketing.
Martin L. Camp, Esq. underscores why firms cannot afford to let one of their most valuable assets, their new hires, learn by trial and error. Here are modest training investments that pay handsome rewards to the firm.
According to Darryl Cross, the client world can seem a very big place with unlimited opportunities. But that’s exactly what makes it so hard for lawyers to generate new business. Instead, think small...and act big.
Christine Cartwright Baker notes how women can get better business development results if they push themselves when using their characteristic strength of developing and nurturing relationships.