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Legal Business Development 
Trends and techniques, updated every Wednesday
Post Frequency: 1.5/day Last Entry: March 30, 2011 at 02:00:00 Recent Entries: 206
Go to Legal Business Development, find other Legal Marketing & PR blogs, or browse all law blogs.
The first public Train the Trainer workshop in legal business development
Posted on April 01, 2008We now interrupt our five part series on legal value for a brief word from our sponsor. Have you heard about the LegalBizDev Train the Trainer Workshop in Boston June 5? The first legal marketing event I ever attended was...
The most important trends in legal business development (Part 3 of 5)
Posted on March 26, 2008Loyalty. For lawyers, the reduced importance of client loyalty first became apparent with the rise of the DuPont legal model. In 1992, DuPont established a ?convergence process? to increase efficiency, reduce the number of law firms they used, and to...
The most important trends in legal business development (Part 2 of 5)
Posted on March 19, 2008Last week, I introduced the idea that trends in five areas?loyalty, relationships, process, price, and value?are transforming the legal profession. The same trends are affecting many other businesses due to the pressures of an increasingly competitive global economy...
The most important trends in legal business development (Part 1 of 5)
Posted on March 12, 2008A few weeks ago, I had lunch with the general counsel at a Fortune 500 firm, and we got talking about some of his best, and worst, experiences with law firms. Maybe it was just the questions I asked, but...
Why lawyers should ignore good ideas
Posted on March 05, 2008A few months ago, a lawyer I?ve known for a long time asked me about his New Year?s resolution. He wanted to develop more new business in 2008, and was looking for advice to help him succeed. My answer was...
For managing partners only
Posted on March 04, 2008Do you think managing partners will use the internet to seek advice from their peers? Managing Partner magazine is about to find out, through their new Leadership Advisory Board, announced today Download leadership_advisory_board.pdf . If you are a managing partner...
Tracking the new business pipeline
Posted on February 27, 2008When law firms install CRMs, many hope is that they will be able to follow the example of professional sales organizations to track the ?pipeline? of prospects who may some day become clients. The pipeline metaphor comes from the idea...
CRMs and tracking sales activity ? the view from the trenches
Posted on February 20, 2008A few weeks ago, I mentioned that I was organizing a new quarterly Boston Roundtable on Legal Business Development for senior biz dev people from the largest firms in Boston. We limited this ?invitation only? group to seven firms to...
These are a few of my favorite blogs
Posted on February 13, 2008If you have managed to find time to keep up with top legal marketing bloggers over the last few months, you can skip this post, because I?m just going to write about things you?ve already seen. But if you?re like...
Teaching associates to build stronger relationships
Posted on February 06, 2008A shorter version of this piece appeared in the January/February issue of Law Firm Inc. When law school graduates start at their first firm, they often seem both intrigued and mystified by marketing and business development. Intrigued because they know...
The first thing lawyers should do in a recession
Posted on January 30, 2008I was not planning to write about the economy this week. But then I saw Business Week?s special report on the current ?market reckoning? (February 4, 2008 issue, p, 26). It explains how ?We?re at the beginning of a long...
And now a word from our sponsor: Upcoming presentations
Posted on January 29, 2008If you hate it when bloggers promote themselves overtly, please skip this post. On Tuesday, February 12, at 2 PM Eastern, I will be offering a webinar through the Legal Marketing Association called ?Six ways to help lawyers increase results...
Business plan tips and formats
Posted on January 23, 2008If you already have a solid business plan, please don?t read this week?s post. Use the time you save to follow up with clients and prospects. When it comes to legal marketing, every second counts. For everyone else, I?ve said...
Cross-selling (Part 5 of 5)
Posted on January 16, 2008In the new book Escaping the Price-Driven Sale, Tom Snyder and Kevin Kearns argue that changes in the economy are making cross-selling ?more and more compulsory? (p. 122). Although the book was written for sales professionals by two leaders from...
Cross-Selling (Part 4 of 5)
Posted on January 09, 2008Lawyers are not the only ones who have ever tried cross-selling, and they are not the first to fail. Has your bank ever approached you about adding a credit card or a retirement account to your checking and savings? Chances...
Cross-Selling (Part 3 of 5)
Posted on January 02, 2008This week?s post is based on the first half of an article I wrote for the November/December 2007 issue of Legal Management: The Journal of the Association of Legal Adminstrators (page 58). ?Cross-selling? new services to existing clients sounds easy....
Cross-selling (Part 2 of 5)
Posted on December 26, 2007Part 1 of this series appeared a few months ago. Today?s post describes another successful cross-selling effort that I wrote about for Law Firm Inc. The version that appeared in my December column was a bit shorter, because it had...
The most important difference in legal selling: Time (Part 2 of 2)
Posted on December 19, 2007To win at selling, you just need to be a little better than your competitors. For lawyers, many of those competitors had no selling skills at all, so even the most basic actions could have an enormous impact. No doubt,...
The most important difference in legal selling: Time (Part 1 of 2)
Posted on December 12, 2007This piece originally appeared in the November/December 2007 issue of Strategies: The Journal of the Legal Marketing Association. Just about everyone agrees that selling legal services is different from selling used cars, and even from selling other professional services...
What?s different for women rainmakers?
Posted on December 05, 2007What?s different for women rainmakers? I wrote about this question a few months ago in my post about a survey of female rainmakers conducted by the Legal Sales and Service Organization and BTI Consulting Group. This post adds more thoughts,...
A new product to help lawyers increase business development results
Posted on November 28, 2007When I started working with lawyers on developing new business, I was surprised by the lack of standardized reference and training materials. In the 20 years my company had been developing training and coaching materials for companies from American Express...
Do you believe that legal excellence is the most important factor in success?
Posted on November 21, 2007If you believe that legal excellence is the most important factor in success, I have bad news for you: Your belief is associated with failure. A few years ago, the Brand Research Company (a division of Greenfield/Belser) published a study...
Do you want to learn how to close faster?
Posted on November 14, 2007Me too. But we can?t. Teaching people how to close deals faster is a little like teaching gardeners how to pick tomatoes. Picking them isn?t the hard part. The hard part is growing them. I?ve written before about how selling...
How to assure that you follow up consistently
Posted on November 07, 2007There?s no way around it: Business development takes time. To build new business, you must follow up, week after week, month after month, year after year. In The Sales Bible (p. 197), Jeffrey Gitomer sums it up this way ?Most...
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How to evict a roommate?
First, in most jurisdictions "self-help" is not a remedy available to any party ...
I have worked for this employer for only three weeks. The employer makes up his own rules as to what he chooses to report for the purpose of property taxes. He tells me to "let them come after us". He defines Entertain
He arrogantly insists, "let them come after us." Well, if you are invo...
This has happened 3 or 4 times a month now- they have turned the electric off 2 days consecutively, the water off about 9 or 10 times now, and our heat has broken 5 times (once it would not shut off, and we were forced t
i say stick with the apartment. eventually, everything possible will be replaced...
The company I worked for forced me to quit instead of dealing with someone harassing me, what can I do?
Look up CONSTRUCTIVE DISCHARGE...................this looks like what happened t...
How do you recover money from a stop payment placed on a personal check given to you?
you can always take them to small claims court and sure them for 3 times the amo...
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