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Articles Posted in Business Development

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ALI CLE — Building a Better Business Network: Getting More Out of Contacts, Connections, and Clients – Live Webcast, September 7th

While the calendar year might not turn for another four months, the new “bar year” is here. Of course, for some of us, the New Year is now—with Rosh Hashanah falling days after my upcoming ALI webcast. It is a time of reflection and planning, and also atonement for the…

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Successful Launch for Law Mentoring Weekend at the University of Delaware

The Inaugural Law Mentoring Weekend at the University of Delaware No law school? No problem. The Legal Professional Preparatory Program and HenLaw Society at the University of Delaware just held their inaugural Law Mentoring Weekend on campus at Clayton Hall in Newark, Delaware. The program was designed to provide mentoring…

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ABA Midyear: Fishing for Prospects – Ethical Limitations Can Create Muddy Waters in Catching New Clients

ABA Midyear Meeting, Vancouver, B.C., 2018 If you are attending the ABA Midyear Meeting in Vancouver the first weekend in February, reside in the B.C. area or simply are looking to escape to Canada (as so many U.S. citizens and non-citizens now are), be sure to attend this free CLE…

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LP Magazine – Evaluate Your Networking: See and Be Seen

ABA Law Practice Magazine Ah, the ancient art of face-to-face. Ironically, it is still perhaps the greatest business development tool known to man (and woman). Yet, as we seemingly get busier and busier each day, face time has been replaced by FaceTime and Facebook and all other sorts of live-people-avoidance…

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LP Magazine – Diversity and Inclusion is a Marketing Tool (and Necessity) in 2017

ABA Law Practice Magazine, March/April 2017 Diversity as a business development tool cuts both ways. For those law firms that lack it, there is often frustration in knowing there are matters and clients that they will lose. For those that have it, there are endless opportunities to be rewarded. It…

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LP Magazine – Law Firm Marketing Spending: How Much is Enough?

ABA Law Practice Magazine Although I typically write my marketing column around four months before publication (in this case, it was July 4th weekend), my timing for the November/December 2016 issue of the ABA’s Law Practice Magazine was spot on. It is early December and I’m in the thick of…

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PBI Ethics CLE — The Race for Clients: Is Attorney Marketing Outpacing the Ethics Rules?

In the 15+ years where I’ve taught the marketing & advertising ethics CLE hour of Ethics Potpourri, this years’ program has elicited some of the most fascinating exchanges from the audience. I teach this hour live in Philadelphia and Pittsburgh every April, August and December. The coming weeks include the…

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LPT: Great Expectations? Getting a Young Lawyer’s Marketing Efforts off the Ground

My first sit-downs with law firm management to discuss marketing strategies were 20 years ago. In the subsequent two decades, I held those discussions in the board rooms of Amlaw 100 law firms and in conference rooms of law firms with ten or fewer. Their approach to marketing expectations from…

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LP Magazine – A Business Development Coaching Clinic: Culture Beats Scheme

As National Football League coach Chip Kelly begins his first training camp with the San Francisco 49ers, my column in the July/August 2016 issue of the ABA’s Law Practice Magazine, A Business Development Coaching Clinic: Culture Beats Scheme, seems quite timely. Much like many law firm BD coaching efforts, I…

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LPT: Client Retention–It’s All in the Listening

Perhaps it is sad to think that customer or client service has gotten so bad of late that highlighting those that do it well should not be necessary, but it is. So many companies send us off to automated web and voice mail systems, force us to chat with folks…