It’s called publicity. When you or your firm gets mentioned in the media, and better if you are quoted, it’s instant credibility. And it’s FREE (unless you hire a PR agency to help)

Regular advertising is less effective IMHO because you are writing the copy and, of course, it is self-serving. Further it costs you

When it comes to marketing and business development, plan to lose. HUH, you may say.

Stay with me.

Hope to win, but don’t assume that you will get the next engagement – either from an existing client or from a prospect. With the competitive nature of our industry (yes, law services is an industry, despite

I’m not. However, I realize that many lawyers are uncomfortable – actually many people are – asking for referrals.

It gets worse when one suggests that lawyers should ask for testimonials. Both are important for business development however. It’s instant credibility. If a client or former client or even just a contact suggests that someone

I know, I know.  You’ve been too darn busy.  But I have a newsflash for ya.  Christmas is next week!

Don’t forget your clients and referrals sources, or other key contacts.  I won’t even mention your spouse.  In that department you are on your own.

But for the rest there is still hope.  But it’s

It isn’t too late to send a Thanksgiving Day card, at least to key clients.  Why?  As I have commented before, it has several benefits:

  • Avoids religious connotations for those sensitive about such things;
  • You beat the holiday crowd;
  • Don’t get lost in said crowd; and
  • Most importantly, you can, in a truly meaningful way,

Oh my goodness!  How unfortunate.

You obviously must not be a very good lawyer.  Or just maybe you were smart enough to fend off the snake-oil-directory salesperson.  Sure, some unsophisticated clients may be impressed with your being in the “Best”, “Top”, “Prominent”, “Super”, etc. lawyer directory.  Most clients, particularly corporate clients, don’t care, period.  They

I’ve always loved the expression KISS because it is just that simple and telling at the same time. In reviewing  the book this week on marketing meditations by Larry Smith and Richard Levick I often quote, I ran across one that I posted about 3 years ago this month.  It reminded me of how “keeping