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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: Alternatives |
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Most lawyers who aim to build a strong, vital career realize there’s no alternative to bringing in business. But to do so you have alternatives. Our writers this month have been fretting over these alternatives, and consider some of your best options. |
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Lead Article: Be Prepared - The Associate Marketing Checklist |
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 Do you wonder what you should be doing at different stages of your early career as a lawyer to prepare yourself for business development and then to bring in business? Larry Bodine offers this checklist for Associates – from first year up to owner/shareholder – with the minimum you should be doing. Plus the 4Ps you should observe in high quality client service.
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Group Gripe: Socializing with Intent |
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 Tenth Stage of the 12 Step Pipeline: Group social situations have the potential to solidify your image and relationship with long-term clients, argues Andy Havens. However, they work best when you have a mature relationship, with multiple points of contact between the client and firm lawyers. And they can go badly awry if you initiate them too soon in the sales process - or without the right care.
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Simply Work: Creating Business Development Success Week by Week |
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You can learn a lot from rainmakers within your firm about success in business development. Michael Cummings himself admits what clients have shown him recently about the success that comes from treating marketing like work: scheduling priorities, keeping track of results, but above all keeping at it. |
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The Trifecta: What You Need to Know about Clients to Succeed in Business |
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 Why do you need to understand about how clients choose lawyers? It’s another vital sales trifecta, according to Darryl Cross: getting the timing right, recognizing true needs from lower priorities and gauging your appropriateness to the matter. With his suggestions, you can start shining in the trifecta of your clients and prospects.
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Adverse Possession: Turning Conflicts into Opportunities |
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 Attorneys are often conditioned to see everyone as adversaries. However, Thom Singer reminds us, more often success comes from a partnering attitude. So keep the right mindset when dealing with colleagues and other business associates in difficult situations: look for what’s beneficial to all parties, and don’t cook your golden geese.
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Increase Your Billings with Alternative Fees |
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More and more clients are pressuring their lawyers on alternative fee arrangments. Fast moving firms and lawyers are increasingly gaining advantage from offering them to clients. Larry Bodine, Esq. explains the why and the how of seizing this opportunity for yourself. |
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Briefs - 10|09 |
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 This Month in Briefs: Giving Women Lawyers a Chance | Business Development Teams: Practice vs. Industry? | Trust Me: Fundamentals of Personal Marketing | Nobody Told Me I Had to Bring in Business
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