Marketing Articles

Six Tips for Developing Relationships with Potential Clients
Your ABA - February, 2010
Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business
In The Loop - Fall, 2009
Selling Your Services Might Not Come Naturally – But It Can Get Easier
In The Loop - Fall, 2009
Building a Rainmaking Culture
Legal Management - September/October, 2009
Getting Qualitative Survey Feedback and Responding to Your Reconnaissance
The Journal of Legal Marketing - September, 2008
Strategies for Planning and Executing a Satisfaction Survey
The Journal of Legal Marketing - August, 2008
Marketing Your Practice, Part 5: A Mailing List To Market Your Practice
The Century City Lawyer - Fall, 2008
Top Five Reasons Why Clients Leave
Practical Lawyer - Spring, 2008
Engaging Reluctant Rainmakers
Legal Management News - Winter, 2007
Marketing Your Practice, Part 4: Developing Your Referral Sources
The Century City Lawyer - Fall, 2007
Social Media Marketing for Attorneys, Part 1: Introduction to Social Media
Kohn Communications - January, 2008
Marketing Your Practice, Part 3: Meeting New Prospects
The Century City Lawyer - Fall, 2007
The Art of Making Rain: 7 Steps That Give Associates an Edge
Law Practice - A publication of the Amercian Bar Association - April/May, 2007
Marketing Your Practice, Part 2: Marketing Your Practice Through Organizations
The Century City Lawyer - 2007
Client Satisfaction Surveys, Part 4: Respond To Negative Feedback and Convert Positive Feedback into More Business
Michigan Lawyers Weekly - February 12, 2007
Client Satisfaction Surveys, Part 3: How To Conduct Them, Who Should Conduct Them and Techniques To Get Qualitative Feedback
Michigan Lawyers Weekly - January 22, 2007
Winning Clients Takes More Than a Handshake
San Francisco Daily Journal - December 4, 2006
Client Satisfaction Surveys, Part 2: Choosing the Right Clients and Creating Your Survey Questions
Michigan Lawyers Weekly - November 27, 2006
Marketing Your Practice, Part 1: How to Get the Clients You Want
The Century City Lawyer - Fall, 2006
Differentiation in Selling for Lawyers
Strategies: Journal of Legal Marketing - August, 2006
The Obstacles and Benefits of Client Satisfaction Surveys
Michigan Lawyers Weekly, August 28, 2006
10 Steps To Greater Profitability
Australian Law Management - Autumn, 2006
Effective Speakers Create an Emotional Bond
The Bridge - September, 2005
The Holidays Are Coming – Sooner Than You Think!
The Bridge - August, 2005
Target Research – The Rainmaking Catalyst
The Atlanta Lawyer - April, 2005
3 Steps to Smarter Customer Surveys
Microsoft Small Business Center - December, 2004
Tips for Business Owners Who Want to Be Effective Sales Managers
Manage Online, The National Management Association - July, 2004
Break the Entry Barriers to Rainmaking
Law Practice Magazine - A Publication of the Law Practice Management Section of the American Bar Association - March 2, 2004
Why Clients Leave
Practical Accountant - November, 2003
Building Client Loyalty: Appropriate Techniques for Revealing Personal Qualities
Daily Journal - September, 2003
Client Satisfaction Surveys – The Benefits & Overcoming Obstacles
Lawyers Weekly USA - July, 2003
Experiencing the Benefits of Public Relations
Association of Legal Administrators - Leadership Exchange - April, 2003
10 Counter-Intuitive Tips for “Working a Room”
The Monitor - November/December, 2002
Got 15 Minutes? He’ll Make You a Marketer
Lawyers Weekly USA - August, 2002
Administrators Can Manage Marketing
Association of Legal Administrators - Update - July, 2002
Let Logic, Not Panic, Guide Your Public Speaking
Los Angeles Business Journal - July, 2002
Promoting Your Practice Through Non-Profit Organizations
The Bottom Line - June, 2002
Doing Business With Friends
The Bottom Line - February, 2002
Sell More: Get a Handle on Contact Management
California CPA - 2002 Business and Technology Resource Guide
Holiday Marketing: The Pros and Cons of Greeting Cards, Gifts and Gatherings
The Bottom Line - December, 2001
Public Relations for the Small Firm and Solo Practitioner
The Bottom Line - October, 2001
12 Tips for Making Your Seminars a Superior Marketing Machine
Law Practice Management - September, 2001
Marketing Your Law Practice on the Internet
The Bottom Line - August, 2001
Motivating Non-Marketers: Tips From Marketing Partners
Strategies: Journal of Legal Marketing - June, 2001
Marketing Leadership: Inspirational Techniques for Changing the Firm Culture
Strategies: Journal of Legal Marketing - June, 2001
Following Up After Lunch
The Bottom Line - April, 2001
Create Achievable Marketing Plans
Law Practice Management - January/February, 2001
Successful Marketing Requires Accurate Targeting
The Bottom Line - August, 2000
Discussing Fees
The Bottom Line - April, 2000
Unconventional Wisdom for Practice Development
The Bottom Line - February, 2000
Marketing Through the Spoken Word: Conversations and Public Speaking
The Complete Guide to Marketing Your Law Practice - American Bar Association - Law Practice Management Section - 1999
Procrastination: The Nemesis of Marketing
The Bottom Line - October, 1999
Developing a Marketing Culture in Your Firm
Nevada Journal - September, 1999
Teaching Lawyers to Market
The Bottom Line - August, 1999
Turn Technology into Competitve Advantage
Legal Management - March/April, 1999
Differentiation in Marketing Professional Services
American Marketing Association, California Marketing Update - October, 1998
A Marketing ‘Coach’ to Make It All Palatable
New York Law Journal - July, 1998
Easing the Pain of Making It Rain
The Bridge - April, 1998
Marketing Through Public Speaking
Solo and Small Firm Practitioner - Winter/Spring 1998
Law Firms Find Associates Can Make Rain, Too
Los Angeles Daily Journal - July, 1997
Motivating Non-Marketers
The Legal Administrator Update - July, 1997
Sabotage and Ignorance – Why Lawyers Fail to Market
The Los Angeles Daily Journal - November, 1996
The 15-Minute Marketing Workout
General and Solo Practitioner - Fall/Winter 1995
Too Busy to Market?
The Recorder - March, 1994
A Place to Meet New Business
The Recorder - February, 1994
Finding Financial Security Through Satisfied Clients
The Recorder - November, 1993
Secrets of Working a Room
The Recorder - July, 1993
Closing – The Art of Proposing
The Recorder - April, 1993
Marketing – A Process, Not A Personality
Chicago Daily Law Bulletin - January, 1992
Learning to Market: The Educated Alternative
The Los Angeles Daily Journal - May, 1990
The Fundamental Principles of Rainmaking
Employment Resource Guide - A publication of the State Bar of California - California Young Lawyers Association
The Right Receptionist: No Second Chance to Make First Impression
The Los Angeles Daily Journal - August, 1989

Marketing Articles

Six Tips for Developing Relationships with Potential Clients

Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business

Selling Your Services Might Not Come Naturally – But It Can Get Easier

Building a Rainmaking Culture

Getting Qualitative Survey Feedback and Responding to Your Reconnaissance

Strategies for Planning and Executing a Satisfaction Survey

Marketing Your Practice, Part 5: A Mailing List To Market Your Practice

Top Five Reasons Why Clients Leave

Engaging Reluctant Rainmakers

Marketing Your Practice, Part 4: Developing Your Referral Sources

Social Media Marketing for Attorneys, Part 1: Introduction to Social Media

Marketing Your Practice, Part 3: Meeting New Prospects

The Art of Making Rain: 7 Steps That Give Associates an Edge

Marketing Your Practice, Part 2: Marketing Your Practice Through Organizations

Client Satisfaction Surveys, Part 4: Respond To Negative Feedback and Convert Positive Feedback into More Business

Client Satisfaction Surveys, Part 3: How To Conduct Them, Who Should Conduct Them and Techniques To Get Qualitative Feedback

Winning Clients Takes More Than a Handshake

Client Satisfaction Surveys, Part 2: Choosing the Right Clients and Creating Your Survey Questions

Marketing Your Practice, Part 1: How to Get the Clients You Want

Differentiation in Selling for Lawyers

The Obstacles and Benefits of Client Satisfaction Surveys

10 Steps To Greater Profitability

Effective Speakers Create an Emotional Bond

The Holidays Are Coming – Sooner Than You Think!

Target Research – The Rainmaking Catalyst

3 Steps to Smarter Customer Surveys

Tips for Business Owners Who Want to Be Effective Sales Managers

Break the Entry Barriers to Rainmaking

Why Clients Leave

Building Client Loyalty: Appropriate Techniques for Revealing Personal Qualities

Client Satisfaction Surveys – The Benefits & Overcoming Obstacles

Experiencing the Benefits of Public Relations

10 Counter-Intuitive Tips for “Working a Room”

Got 15 Minutes? He’ll Make You a Marketer

Administrators Can Manage Marketing

Let Logic, Not Panic, Guide Your Public Speaking

Promoting Your Practice Through Non-Profit Organizations

Doing Business With Friends

Sell More: Get a Handle on Contact Management

Holiday Marketing: The Pros and Cons of Greeting Cards, Gifts and Gatherings

Public Relations for the Small Firm and Solo Practitioner

12 Tips for Making Your Seminars a Superior Marketing Machine

Marketing Your Law Practice on the Internet

Motivating Non-Marketers: Tips From Marketing Partners

Marketing Leadership: Inspirational Techniques for Changing the Firm Culture

Following Up After Lunch

Create Achievable Marketing Plans

Successful Marketing Requires Accurate Targeting

Discussing Fees

Unconventional Wisdom for Practice Development

Marketing Through the Spoken Word: Conversations and Public Speaking

Procrastination: The Nemesis of Marketing

Developing a Marketing Culture in Your Firm

Teaching Lawyers to Market

Turn Technology into Competitve Advantage

Differentiation in Marketing Professional Services

A Marketing ‘Coach’ to Make It All Palatable

Easing the Pain of Making It Rain

Marketing Through Public Speaking

Law Firms Find Associates Can Make Rain, Too

Motivating Non-Marketers

Sabotage and Ignorance – Why Lawyers Fail to Market

The 15-Minute Marketing Workout

Too Busy to Market?

A Place to Meet New Business

Finding Financial Security Through Satisfied Clients

Secrets of Working a Room

Closing – The Art of Proposing

Marketing – A Process, Not A Personality

Learning to Market: The Educated Alternative

The Fundamental Principles of Rainmaking

The Right Receptionist: No Second Chance to Make First Impression

Recent Marketing Articles