Publications

Books


Selling In Your Comfort Zone
Selling With Honor

Marketing Articles

  1. Process Helps Lawyers Accept, Implement Innovation

  2. Kohn Enhances Lawyer Innovation

  3. Biz Dev Breakthrough!

  4. Building Your Practice of the Future

  5. Six Tips for Developing Relationships with Potential Clients

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

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

  8. Building a Rainmaking Culture

  9. Getting Qualitative Survey Feedback and Responding to Your Reconnaissance

  10. Strategies for Planning and Executing a Satisfaction Survey

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

  12. Top Five Reasons Why Clients Leave

  13. Engaging Reluctant Rainmakers

  14. Marketing Your Practice, Part 4: Developing Your Referral Sources

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

  16. Marketing Your Practice, Part 3: Meeting New Prospects

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

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

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

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

  21. Winning Clients Takes More Than a Handshake

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

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

  24. Differentiation in Selling for Lawyers

  25. The Obstacles and Benefits of Client Satisfaction Surveys

  26. 10 Steps To Greater Profitability

  27. Effective Speakers Create an Emotional Bond

  28. The Holidays Are Coming – Sooner Than You Think!

  29. Target Research – The Rainmaking Catalyst

  30. 3 Steps to Smarter Customer Surveys

  31. Tips for Business Owners Who Want to Be Effective Sales Managers

  32. Break the Entry Barriers to Rainmaking

  33. Why Clients Leave

  34. Building Client Loyalty: Appropriate Techniques for Revealing Personal Qualities

  35. Client Satisfaction Surveys – The Benefits & Overcoming Obstacles

  36. Experiencing the Benefits of Public Relations

  37. 10 Counter-Intuitive Tips for “Working a Room”

  38. Got 15 Minutes? He’ll Make You a Marketer

  39. Administrators Can Manage Marketing

  40. Let Logic, Not Panic, Guide Your Public Speaking

  41. Promoting Your Practice Through Non-Profit Organizations

  42. Doing Business With Friends

  43. Sell More: Get a Handle on Contact Management

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

  45. Public Relations for the Small Firm and Solo Practitioner

  46. 12 Tips for Making Your Seminars a Superior Marketing Machine

  47. Marketing Your Law Practice on the Internet

  48. Motivating Non-Marketers: Tips From Marketing Partners

  49. Marketing Leadership: Inspirational Techniques for Changing the Firm Culture

  50. Following Up After Lunch

  51. Create Achievable Marketing Plans

  52. Successful Marketing Requires Accurate Targeting

  53. Discussing Fees

  54. Unconventional Wisdom for Practice Development

  55. Marketing Through the Spoken Word: Conversations and Public Speaking

  56. Procrastination: The Nemesis of Marketing

  57. Developing a Marketing Culture in Your Firm

  58. Teaching Lawyers to Market

  59. Turn Technology into Competitve Advantage

  60. Differentiation in Marketing Professional Services

  61. A Marketing ‘Coach’ to Make It All Palatable

  62. Easing the Pain of Making It Rain

  63. Marketing Through Public Speaking

  64. Law Firms Find Associates Can Make Rain, Too

  65. Motivating Non-Marketers

  66. Sabotage and Ignorance – Why Lawyers Fail to Market

  67. The 15-Minute Marketing Workout

  68. Too Busy to Market?

  69. A Place to Meet New Business

  70. Finding Financial Security Through Satisfied Clients

  71. Secrets of Working a Room

  72. Closing – The Art of Proposing

  73. Marketing – A Process, Not A Personality

  74. Learning to Market: The Educated Alternative

  75. The Fundamental Principles of Rainmaking

  76. The Right Receptionist: No Second Chance to Make First Impression

Management Articles

  1. The Elements of Effective Delegation

  2. Dysfunction Doesn’t Make Cents

  3. Healing the Dysfunctional Law Firm

  4. Law Firm Dysfunction: It’s Not Just the Individual’s Fault

  5. Mentor as Career Coach

  6. Leadership in a “Down” Market

  7. Communicating in the Dysfunctional Office

  8. Motivating Staff to Peak Performance

  9. Devoured by Time

  10. Mentoring — Avoiding Isolation

  11. Leadership is Key to Law Firm Prosperity

  12. Did I Make Myself Clear? Improving Communication in Your Office

  13. Safety First – The Foundation of Quality Communication

  14. Four Communication Rules to Maximize Productivity

  15. Productivity Through Quality Communication

  16. 10 Time Management Tips

  17. The Elements of Effective Delegation

  18. The Art of Delegation

  19. Conquering ‘Delegation Phobias’

  20. Collection Cures

  21. Converting Deliquency Into Currency

  22. Collect Deliquent Receivables, Keep Your Clients

  23. Collecting Your Accounts Receivable

  24. Simple Steps to Improve Collections

  25. Top Five Reasons Why Clients Leave

  26. Tips for Business Owners Who Want to Be Effective Sales Managers

  27. Executive Coaching – How and Why It Works

  28. 7 Tips for Fine Tuning Your Business Writing Skills

  29. Finding Financial Security Through Satisfied Clients