|
|
Learn More About Subscribing to ORIGINATE! |
|
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
|
|
|
|
|
About this Issue: Points of Contact |
|
This issue examines many of the points of contact between lawyers and their clients or prospects. No lofty plans or background noodling, but we engage with the power of productive convening, i.e., making the most of opportunities when you're face to face: asking for the business, doing memorable network building, or turning prospects into strong clients. |
|
|
|
|
|
|
|
|
|
|
|
|
|
Lead Article: Doing What Should Come Naturally - A Lawyer Learns How to Ask for the Business |
|
 Do you feel like a vulture when you ask for the business or feel you're prying into your prospects' problems? Larry Bodine Esq. relates the story of one lawyer who saw that it takes just a shift in your mindset to recognize that offering a helping hand is not the same as picking a pocket. Then he offers a number of helpful tips himself on how to make the most of that shift in attitude and confidently ask for the business.
|
|
|
|
|
Making Marketing Authentic: Turning Prospects into Clients |
|
 In this last of a three part series of articles on how to market a mediation/ADR practice, Diana Mercer, Esq. explains how to turn prospects into actual clients. The main thing is to serve, serve before you sell…and then serve well afterwards. Her specific recommendations can help any lawyer improve how they convert leads for their specialty services.
|
|
|
|
|
|
|
|
|
|
|
Invest in Marketing Now? First, Plead Your Business Case |
|
 In a time of uncertainty, with pressures to invest in marketing/business development or refrain from spending, what’s a smart lawyer (or law firm) to do? Darryl Cross advises making a business case for the decision so that you align benefits with important goals in a reasonable timeframe. He offers a simple, but powerful model to do so.
|
|
|
|
|
Your Frightening Lobby: Marketing at the Point of Contact |
|
 Taking a spring break from his series of articles on the legal sales pipeline, Andy Havens finds himself sitting in a law firm lobby or two, and not at all pleased about it. In too many offices, it's downright scary...and that's not good for your practice.
|
|
|
|
|
Summertime...and the Networking’s Easy |
|
 Contrary to what you might think, summers afford unique networking opportunities for the alert lawyer. The slowdown in formal gatherings opens many opportunities to gather people in ways they will remember, affirms Thom Singer, while getting you closer to those who can help you.
|
|
|
|
|
Briefs - 5|09 |
|
 This Month in Briefs: Ten Reasons Why Individual Marketing Plans Fail || Tune Up Your Social Networking || Associate Rainmaker of the Year Makes Partner || How Bad Is It? Lawyer Layoffs in Perspective || Alternatives to Layoffs || LMA Highlights
|
|
This is the second part of a three part interview with Roberta D. Liebenberg, Esq., the Chair of the 