Marketing & Management Blog

As you learn to market, you will develop a new way of looking at the world and the people you meet. We call this mindset “the marketing mind.” Here is a practical and effective way to nurture that new worldview, one that takes less time and energy than you might think.

Each morning, before you look at your mail, email, faxes, or phone messages, spend five minutes with your marketing folder. …Read Full Entry

Before your referral sources will send you clients, you must earn their trust. Let them know that you are competent and reliable. But how?

Give value in advance. …Read Full Entry

Once you have identified and made contact with potential referral sources, don’t assume they will remember you months or years later when they have a client to refer. Stay in touch with them so they think of you at the critical moment. To do that, you need a system for keeping track of your prospects. …Read Full Entry

In the process of turning the people you know and the people you meet into referral sources, start with your business and social contacts, but don’t stop there. Expand your list of potential referral sources to include people you don’t know—yet. …Read Full Entry

Meeting people and just handing them a business card doesn’t accomplish much where marketing is concerned. How do you turn the people you meet and those you already know into referral sources? Let’s start by talking about what marketing is. …Read Full Entry

I recently had the opportunity to discuss shy lawyers—yes, there are shy lawyers!—with ABA Journal podcast moderator Stephanie Francis Ward and Dalhi Myers, who practices law with Gaffney Lewis & Edwards. Previously, we considered ways to overcome the stigma of business development, finding the right people, targeting fertile markets, noninvasive ways to meet targets, ethical incentives for referrals, and marketing to other lawyers. Here we continue our conversation: …Read Full Entry

I recently had the opportunity to discuss shy lawyers—yes, there are shy lawyers!—with ABA Journal podcast moderator Stephanie Francis Ward and Dalhi Myers, who practices law with Gaffney Lewis & Edwards. Previously, we considered ways to overcome the stigma of business development, finding the right people, targeting fertile markets, noninvasive ways to meet targets, and ethical incentives for referrals. Here we continue our conversation: …Read Full Entry

In a new study, lawyers worldwide reported being cautiously optimistic about earning future income from referrals. According to the report by LexisNexis Martindale-Hubbell, a U.K.-based client-development company, ninety-four percent of survey respondents believed the value of referral work would increase or stay the same over the next year to eighteen months. …Read Full Entry

A new study identifies the most important characteristics law firms consider when referring work to other lawyers. According to the report by LexisNexis Martindale-Hubbell, a U.K.-based client-development company, quality and reputation are considered critical by all respondents. …Read Full Entry

A new study confirms that referral business is an important source of revenue for many law firms. …Read Full Entry