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August - September 2010 Issue
Take Originate With You! Download This Month's Newsletter

Here is this month's issue as a PDF document (for subscribers only).
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Featured Articles

Delivering the Sales Presentation

In an excerpt from their new book, marketing professor John Burnett and Becky Carroll examine what constitutes a good sales call, particularly the importance of listening, how to overcome objections and how to close a prospective client.

Keeping Your Client: What You Don’t Know CAN Hurt You

Almost all client defections are predictable -- and therefore avoidable -- if only lawyers had the right information.  According to Shari Harly, as reported by Janet Ellen Raasch, the best way to get the correct information about your reputation is to ask your clients, as long as you allow them to provide honest feedback.

Are You on the Winning or Losing Side of the Alternative Fee Transition?

With clients demanding higher value and lower risk in purchasing legal services, more and more new matters will conform to some alternative fee structure.  Michael Cummings proposes what you can do to win that business - committing to address the changes, shrewdly assessing your options and, most important, taking action on five key imperatives.


Best Practice Tips

Get a Good Start on Handling Two Year-End Events

Two events in the last quarter of the year deserve your thoughts now, argues Andy Havens: holiday cards and how you're going to communicate year-end results. By spending a little time now on planning, you can alleviate stress around these issues and maybe even get ahead of the curve.

Succeed with a Sponsor, Not a Mentor: Good Internal Marketing

A recent HBS study finds that women tend to have well meaning mentors within a firm, while men often have sponsors, whose power, influence and relationships can advance their career. That's why, according to Michael Cummings, your most important marketing job could be inside your own firm.  And here are 8 best practices to do it right.

Prospering from the Opportunities in Real Estate

While the recession, unemployment and foreclosures crush the real estate market, many lawyers have prospered, observes Larry Bodine, by learning to handle foreclosures, tax appeals, lease modifications, finding financing or investors for developers, “Green Building” certifications and advising on the Americans with Disabilities Act.




UPCOMING WEBINARS
Turning Personal Contacts Into Profitable Business Relationships
September 16, 2010
Michael CummingsLearn how to make solid business development progress through the relationships you build: grow your contact base the professional way, engage contacts deftly and uncover mutually beneficial opportunities, plus gain introductions to valuable new contacts. Marketing experts Larry Bodine, Esq. and Michael G. Cummings host this LIVE presentation.
 
Testimonials from Webinar Attendees
December 30, 2010
 
RESOURCES
Video: How to Sell Legal Services - from Larry Bodine, Esq.
Video: How A Lawyer Should Sell...Like a Doctor - from Larry Bodine, Esq.
Video: Rainmakers Weren't Born, They Were Trained - Larry Bodine
Video: Marketing Technology Tips for Small Firm Lawyers
Listen to the Voice of the Client & Prospect: What You Should Ask
Download: 10 Questions for Clients & Prospects
Making an Association Work for You, Really Work for You: Lisa Landy, Esq.
Hear the Audiocast
It's Just Dinner: How Women Attorneys Can Handle a Big Dilemma
Article by Sharla Frost, Esq.
2009 Rainmaker of the Year Awards
Articles, Volume 1: Complete Listing
Elements of World Class Networking - Complete Chapter
Silver Nuggets: Larry Bodine Business Development Tips
Podcast: Bodine Business Development Tips
Tech Tip: Does Your Web Site Ring In or Wring Out Prospective Clients?
Hear the Audiocast
Tech Tip: Rich Marketing Data on Clients and Industries - for Free
Hear the Audiocast
Digging into the Details: Legal Services Information Sources
How to Make Friends with Reporters and Influence the Press
Download: What the Individual Lawyer Can Do
Invitation to Join the LawMarketing ListServ
The Nine Cardinal Sins That Cause Marketing to Fail for Lawyers & Firms...and What to Do About Them
White Papers: Build Skills with These Best Practice Seminars
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