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About this Issue: Memo to Self - You've Got What It Takes |
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The focus of this issue is – excuse the new age expression – empowerment. As our contributors find, most lawyers have the right stuff to bring in more business. You don't need radical surgery, or a personality transplant, but just the commitment to use your skills as a lawyer in developing business. And it's not rocket science either, but doing a few smart and widely known things well. Click the title for overview. |
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7 Principles of Client Development: Making Their Bottom Line Yours |
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 Darryl Cross sees 7 key principles in successful client relationships and client business development, whether you're an individual, part of a small firm, or in a big city one. The attorney's bottom line gains from focusing energies on improving a client's bottom line. |
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Generating Business: Doing What Does NOT Come Naturally |
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 Most of us assume that rainmakers are fundamentally different from them, that they enjoy natural advantages we can only marvel at. The truth is very different, according to Michael Cummings. Most attorneys simply have to leverage their personal strengths and their existing professional skills in new ways. Learn from one non-natural rainmaker how you too can succeed in getting business.
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Memo to Senior Partners: Motivate Younger Lawyers for Your Business's Sake |
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 Motivating younger lawyers to get business is possible, says Larry Bodine, if you take some simple but powerful steps. Start by recognizing how much their world and their experience differs from their seniors in the firm. Then mentor and involve them so you stir their interest and build their capabilities. The result will be rewarding for both the firm and the individual lawyer.
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Marketing Partner of the Year: What Does It Take? |
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 In January, Mark A. Long, managing partner and head of marketing at Schwabe, Williamson & Wyatt, earned recognition as Marketing Partner of the Year at the Marketing Partner Forum. What he did to merit that accolade was not revolutionary; mainly he did some important things well. Barry Schneider reviews what it took, and what you or your firm can learn from this example.
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Ten Most Effective Marketing Techniques for the Little Guy |
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 Larry Bodine presents a brief and pointed podcast in which he identifies the ten most effective marketing techniques for solo lawyers and small firms. Learn what your priorities should be and what it takes to get results, even if you're a small part of a big firm. |
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Case Study: Nothing Succeeds Like Your Clients’ Success |
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 Charlie Miller, Esq., Deputy Managing Partner of Patton Boggs, recounts two specific stories that illustrate how the firm wins by helping its clients win. Here’s how their lawyers actually listened to the Voice of the Client, how they put themselves in position to gain new work and how they actually landed two major new clients.
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A Day in the Life of a Rainmaker...and How You Can Do the Same |
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Are you missing out on Business Development opportunities today? Definitely, unless you heed the simple guidelines that rainmakers set for themselves. Michael Cummings looks at the day-to-day life of some rainmakers you can emulate for your career success. |
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A Shout out to Younger Lawyers: Business Development is the Key to your Destiny |
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Larry Bodine shouts this message from the rooftops, telling his tale of how younger lawyers must and can take charge of their own destiny. Don’t let your career just happen to you; get into the arena. Seize on the work that you want, make strong contacts, and do what it takes to become the captain of your own destiny. |
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Relating through E-mail: Talk to Your Clients, Not at Them |
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E-mail newsletters and alerts can be a great way to communicate with clients, and complement other business development activities. But Darryl Cross laments that too many lawyers lose a great opportunity by delivering the equivalent of junk mail. Here are some hard facts about using e-mail effectively, and what to do about it. |
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Make Your Garden Grow: 10 Ways to Invigorate Your Referrals |
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 As in cultivating a thriving garden, there are no "secret shortcuts" to generating referrals. Clients and colleagues most often refer business to lawyers they know, respect and trust - and such relationships take time to cultivate. Carolyn Elefant, Esq. offers ten tips you can use though to nurture future business from referrals.
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Amy Spach reports on the sparks generated by a new initiative from the Association of Corporate Counsel, one that aims to narrow a perceived gap between billings and value received. Hear now what your clients may be telling you soon about your worth to them.
In its first downbeat client advisory in 10 years, Hildebrandt warns that law firms are in an economic downturn that has not been accompanied by the usual upturns in litigation, bankruptcy or reorganization.