Publications

Books

Selling In Your Comfort Zone
Selling With Honor

Marketing Articles

  1. Business Development Innovation
  2. Developing Charisma
  3. Process Helps Lawyers Accept, Implement Innovation
  4. Kohn Enhances Lawyer Innovation
  5. Biz Dev Breakthrough!
  6. Building Your Practice of the Future
  7. Six Tips for Developing Relationships with Potential Clients
  8. Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business
  9. Selling Your Services Might Not Come Naturally – But It Can Get Easier
  10. Building a Rainmaking Culture
  11. Getting Qualitative Survey Feedback and Responding to Your Reconnaissance
  12. Strategies for Planning and Executing a Satisfaction Survey
  13. Marketing Your Practice, Part 5: A Mailing List To Market Your Practice
  14. Top Five Reasons Why Clients Leave
  15. Engaging Reluctant Rainmakers
  16. Marketing Your Practice, Part 4: Developing Your Referral Sources
  17. Social Media Marketing for Attorneys, Part 1: Introduction to Social Media
  18. Marketing Your Practice, Part 3: Meeting New Prospects
  19. The Art of Making Rain: 7 Steps That Give Associates an Edge
  20. Marketing Your Practice, Part 2: Marketing Your Practice Through Organizations
  21. Client Satisfaction Surveys, Part 4: Respond To Negative Feedback and Convert Positive Feedback into More Business
  22. Client Satisfaction Surveys, Part 3: How To Conduct Them, Who Should Conduct Them and Techniques To Get Qualitative Feedback
  23. Winning Clients Takes More Than a Handshake
  24. Client Satisfaction Surveys, Part 2: Choosing the Right Clients and Creating Your Survey Questions
  25. Marketing Your Practice, Part 1: How to Get the Clients You Want
  26. Differentiation in Selling for Lawyers
  27. The Obstacles and Benefits of Client Satisfaction Surveys
  28. 10 Steps To Greater Profitability
  29. Effective Speakers Create an Emotional Bond
  30. The Holidays Are Coming – Sooner Than You Think!
  31. Target Research – The Rainmaking Catalyst
  32. 3 Steps to Smarter Customer Surveys
  33. Tips for Business Owners Who Want to Be Effective Sales Managers
  34. Break the Entry Barriers to Rainmaking
  35. Why Clients Leave
  36. Building Client Loyalty: Appropriate Techniques for Revealing Personal Qualities
  37. Client Satisfaction Surveys – The Benefits & Overcoming Obstacles
  38. Experiencing the Benefits of Public Relations
  39. 10 Counter-Intuitive Tips for “Working a Room”
  40. Got 15 Minutes? He’ll Make You a Marketer
  41. Administrators Can Manage Marketing
  42. Let Logic, Not Panic, Guide Your Public Speaking
  43. Promoting Your Practice Through Non-Profit Organizations
  44. Doing Business With Friends
  45. Sell More: Get a Handle on Contact Management
  46. Holiday Marketing: The Pros and Cons of Greeting Cards, Gifts and Gatherings
  47. Public Relations for the Small Firm and Solo Practitioner
  48. 12 Tips for Making Your Seminars a Superior Marketing Machine
  49. Marketing Your Law Practice on the Internet
  50. Motivating Non-Marketers: Tips From Marketing Partners
  51. Marketing Leadership: Inspirational Techniques for Changing the Firm Culture
  52. Following Up After Lunch
  53. Create Achievable Marketing Plans
  54. Successful Marketing Requires Accurate Targeting
  55. Discussing Fees
  56. Unconventional Wisdom for Practice Development
  57. Marketing Through the Spoken Word: Conversations and Public Speaking
  58. Procrastination: The Nemesis of Marketing
  59. Developing a Marketing Culture in Your Firm
  60. Teaching Lawyers to Market
  61. Turn Technology into Competitive Advantage
  62. Differentiation in Marketing Professional Services
  63. A Marketing ‘Coach’ to Make It All Palatable
  64. Easing the Pain of Making It Rain
  65. Marketing Through Public Speaking
  66. Law Firms Find Associates Can Make Rain, Too
  67. Motivating Non-Marketers
  68. Sabotage and Ignorance – Why Lawyers Fail to Market
  69. The 15-Minute Marketing Workout
  70. Too Busy to Market?
  71. A Place to Meet New Business
  72. Finding Financial Security Through Satisfied Clients
  73. Secrets of Working a Room
  74. Closing – The Art of Proposing
  75. Marketing – A Process, Not A Personality
  76. Learning to Market: The Educated Alternative
  77. The Fundamental Principles of Rainmaking
  78. The Right Receptionist: No Second Chance to Make First Impression