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Why Lawyers Don’t Sell

Personal Productivity

Selling With Honor

Selling in Your Comfort Zone

Business Development Articles

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