Publications

Books

Why Lawyers Don't Sell
Selling In Your Comfort Zone
Selling With Honor

Marketing Articles

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