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Featured Articles

Good business developers also know where to look for new business, and keep these priorities in mind: current clients, referral sources, visibility in organizations full of clients, and business executives you already know. They act on these four sources in an organized and consistent way that you too can emulate with a simple four-page personal marketing plan outlined here by Larry Bodine, Esq.. And number one is clients.

Most lawyers know that becoming more capable and effective at business development can be important for their careers. But, unfortunately, committing to this frequently gets pushed off to another time. Barry Schneider draws some lessons for lawyers from Capt. “Sully” Sullenberger, whose preparation and insights helped him successfully land a commercial jet on the Hudson River.

By using the tools of social networking, according to Larry Bodine, the ability of lawyers to get out their message, stay in touch with contacts and clients, as well as develop new relationships can increase exponentially. Just stay away from the time-wasters, and put a bit of effort into a few good options, and you can gain new business.

Before open the file for most prospective clients, you’ll need to answer the basic question of “what is this going to cost me?” Michael Cummings offers five practical tips that you can use to increase your comfort with this question, avoid unnecessary discounting, and win more business.

Busy lawyers often think they can drop in at some event, pass out business cards, and voila... they’ve been building their network.  However, it’s what happens after the initial crossing of paths that matters, affirms Thom Singer. It’s all in the follow-through, what you do to give of yourself and show value.

What can you learn about marketing from a panel of lawyers and consultants? Quite a lot, according to Janet Ellen Raasch, who reports on the Just JDs program at the recent Legal Marketing Association (LMA) Annual Conference. Here are five best practice tips a lawyer should take away from the session and act on.