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How To Get Over Writer’s Block 14 Aug 2013 | 04:31 pm
For almost 9 years now I have been writing this blog, and I concede that there may have been a “few” times when I encountered writer’s block. Okay, lots of times. Thus, when I ran across a blog post b...
Involve Marketing in Mergers and Lateral Hires 3 Aug 2013 | 12:58 am
It always amazed me when I was in-house in the 90′s and 2000’s that most firms did not involve marketing when engaged in discussions relating to mergers and/or hiring laterals. It seemed to most marke...
Cold Calls Don’t Work – Most Times 24 Jul 2013 | 11:21 pm
During coaching sessions I’m often asked about cold calling, and my common response is to not make them. They don’t work as a rule. Since in my experience 80% to 90% of new business comes from client...
“I’m a Lawyer” Is Not an Elevator Speech 11 Jul 2013 | 01:19 am
In response to the question “What do you do?”, saying that you are a tax lawyer, or employment lawyer or whatever is not a good reply. More on that in a moment. In the online ABA Journal: Law News N...
Two Key Words for Increased Success 27 Jun 2013 | 12:16 am
How often do you forget to say “Thank You?” Personally, I stand guilty of this omission occasionally myself. Okay, okay, I know it’s hard to believe, but it does happen. Roy Ginsburg had a post on At...
Marketing Litigators 19 Jun 2013 | 01:29 am
Although there are some differences in how to market litigators, there are things that work for transactional lawyers that also work for those who try cases for living. The question as to how to promo...
Good Client Surprises, Good For Business 4 Jun 2013 | 01:53 am
Okay all you rocket scientists out there, you know that “good” is better than “bad.” So, why do some law firms still surprise their clients in bad ways. By that I mean, fail to meet deadlines, fail t...
Ask Your Audience What They want to Hear/Read! 24 May 2013 | 10:19 pm
When I am going to give a talk to a trade group, such as a Bar Association, I ask for the opportunity in advance to speak to the conference leadership or members who will be in the audience. The reaso...
25 Tips for the New (and Old) Lawyer 16 May 2013 | 09:29 pm
It has often struck me as odd that articles aimed at categories of lawyers (newbies, middle-age, old and the extremely long in the tooth) can just as well and should be directed at lawyers of all ages...
Tips for Better Client Communications 1 May 2013 | 10:58 pm
I’m a strong believer in the adage I first heard from a marketing partner, who was a friend and mentor at one of my in-house marketing positions; and it is “marketing is everything you do as a lawyer....
