tag:blogger.com,1999:blog-52952750152702500732024-02-20T04:24:08.092-05:00Are You Writing This Down?Business development and marketing for the legal professionAnonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.comBlogger45125tag:blogger.com,1999:blog-5295275015270250073.post-51711946898426003532016-09-22T21:15:00.000-04:002016-09-27T21:31:19.949-04:00Five Ways to Make the Most of Trade Conferences
We're right in the middle of conference season, and lawyers around the country are attending events as part of their marketing and business development efforts. With varying degrees of success: some will walk away with new clients and new assignments, and others will walk away empty-handed. How to make sure you're in the first group? Here are some ideas:
Don't Talk Too Much. Yes, you read that Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-43358783407083380982016-09-19T15:05:00.000-04:002016-09-25T15:09:51.789-04:00When Is the Best Time to Pitch for New Work During Business Lunch?You're about to go to lunch with a connection who happens to be the CEO of a large company. You wonder: when during this lunch is the best time for me to ask to be considered for any upcoming legal work?
Answer: never.
Really. The best time to pitch for new business over lunch is never. Not before the main course or after the salad or at any point when you’re seated in a crowded restaurant Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-82247732908744853302016-09-12T09:44:00.001-04:002016-09-12T09:47:34.264-04:00Senior Lawyers: Now It's Your Turn to Make Your BD PlansA couple of weeks ago, we talked about the challenges facing younger lawyers as they begin to formalize their business development efforts into a plan, and the three questions they should ask themselves to get the ball rolling. This week, we turn to the senior lawyers: partners and of counsel, of course, but also any attorney who has spent several years developing her own business, who has an Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-79995729237564563712016-09-06T08:00:00.000-04:002016-09-07T23:15:12.129-04:00The Secret of Your Success? Relationships, Relationships, RelationshipsWhat makes a great rainmaker? The ability to establish – and maintain – great relationships, says Michael Rynowecer, the founder of BTI Consulting who’s asked more than 14,000 C-level executives how they feel about their professional service providers. Competency and client service might get you additional work from a client, but a superior relationship is going to allow you to become your Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-58046630668140391472016-08-24T08:00:00.000-04:002016-09-07T23:07:05.490-04:00Associates: Answer These 3 Questions To Begin Your BD PlanSometimes the hardest part about starting a task is, well, starting the task. And if I've learned anything from nearly 30 years in the business development business, it's that BD plans are often that project: the one that lawyers know they need to do, the one they plan to do, the one that they just can't get off the ground. That can be even more true for associates, who are often juggling Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-12444663658450258492016-08-15T10:50:00.000-04:002016-09-07T23:08:21.004-04:00Are Your Cross-Selling Efforts Stalling? Maybe You’re Doing It Wrong…Whether you call it cross-marketing or cross-targeting or some other variation on the theme, cross-selling is not a new concept for most lawyers and firms. And it’s not particularly complicated to do: align the work you actually provide a client with the services they need, and implement a program for connecting their needs with your practices. Easy-peasy, right?
So why is it so hard to find Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-83564034337898245522016-07-26T06:52:00.000-04:002016-09-07T23:13:49.077-04:006 Ways to Make Your Attorney Retreat a Business Development SuccessMost firms have an annual attorney retreat of some type: all lawyers, all partners, all associates, etc. These events provide attendees with a chance to reconnect with colleagues, learn about new client successes, hear how the firm is doing, and generally have a good time in the company of friends. But firm retreats also present a great opportunity for each and every attorney to enhance their Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-31856083040194762532016-05-04T22:48:00.000-04:002016-06-07T23:05:10.209-04:005 Things I Learned at the In-House Counsel Panel at #LMA16
Last month I attended the Legal Marketing Association annual meeting, two days of presentations on how lawyers and firms can better market their services and grow their practices. The highlight of the conference was the in-house panel, which this year featured Vince Cordo, Global Sourcing Officer at Shell, Matt Fawcett, General Counsel of NetApp, and Paul Drummond, Senior Legal Counsel at AT&Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-41512207213347090552016-03-15T23:30:00.000-04:002016-06-07T23:33:33.893-04:003 Reasons Why Every Lawyer Should Study JD Supra's Readers' Choice Awards
JD Supra just published their inaugural Readers’ Choice awards, featuring top authors and top content across 26 categories in 2015. The
accompanying report provides critical insight into who’s reading what – and in
which industry – that every lawyer should know. Some observations:
Clients Read What They Need To Know
First, the awards make clear that the “secret” of leading
authors on JD Supra Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-18513452374949496212015-12-17T23:03:00.000-05:002016-06-07T23:10:53.571-04:003 (More) Ways to Jumpstart Your BD in 2016
Want to do better in 2016? Give your business development a boost. Here are three ways:
1. Talk To Your Colleagues.
Although you pass each other in the hallway 12 times a day, how often do you stop and talk business development with your fellow lawyers? Why not set aside one lunch per month to get together with one or two of them and talk business development? It doesn't have to be Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-17652750720381706712015-12-09T16:27:00.000-05:002016-06-10T22:39:32.597-04:003 Questions As You Rewrite Your BD Plan for 2016The end of the year is always a good time to take a hard look at your business development efforts of the last 12 months: what worked and what didn't, where you want to spend your time and effort next year, etc. If you're going through that exercise – and you should be – here are three questions you should ask yourself:
What do I like to do? No, I'm not talking about horseshoes or hang-gliding Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-84803654206487927142015-10-29T23:17:00.000-04:002016-06-10T22:39:05.397-04:007 Ways To Make In-House Lawyers Happy
Earlier this week, I attended a Legal Marketing Association
Ohio conference, "Perfect Your Pitch," featuring six in-house
lawyers:
James D. Campbell, Senior Counsel – Litigation and Claims,
Big Lots!
Ria Farrell Schalnat, General Counsel and Director of
Intellectual Property, Vora Ventures
Mark G. Stall, General Counsel, Escort Inc. and Cobra
Electronics Corporation
Peter Jurs, Vice PresidentAnonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-38546993619989387092011-05-10T16:15:00.008-04:002011-05-10T16:29:28.604-04:00While you were sleeping, redux. The world keeps getting smaller.The rapid march of BigLaw globalization continues. Most of the activity is, understandably, focused on China, the "fastest growing legal market in the world."
Baker & McKenzie opens in Qatar (just ten months after opening in Luxembourg)
Blank Rome opens an office in Shanghai
Chadbourne & Parke announces plans to set up shop in Istanbul
DLA Piper merges with its Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-79012167194494593052011-03-21T15:29:00.002-04:002011-03-21T15:49:06.251-04:00Go West, young man. And East. And North. And South.What's BigLaw doing in this "down" economy? Getting bigger. Looking for opportunities to add greater value. Opening offices, merging, forming alliances. Gobalizing:
SNR Denton barely lets the ink dry on its own merger before forming alliances with 10 firms across Africa
Norton Rose ties up with Ogilvy Renault in Canada and Deneys Reitz in South Africa, then opens in Hamburg and links up in Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-72233805440376710282011-02-08T11:44:00.001-05:002011-02-08T11:46:38.536-05:00Are you talking the talk? Walking the walk?Or just sitting at home, watching the world go by from the comfort of your office? When was the last time you traveled outside the country? What languages do you speak? Can you carry on a conversation in a foreign tongue? Have you ever tried? Can you find your way through a crowded Japanese city, negotiate a contract in Columbia, interview a client in Paris? In Japanese, Spanish or French?
On aAnonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com1tag:blogger.com,1999:blog-5295275015270250073.post-55342786737921180332011-01-10T13:05:00.000-05:002011-01-10T13:05:07.235-05:00Have you made your resolutions for the New Year?I was interviewed Friday by Chelsey Lambert at Total Attorneys for their Total Expert Radio broadcasts. I'm not used to sitting on the interviewee side of the table, and it was a lot of fun. Chelsey did a great job keeping me on topic. Thanks too to Kevin Chern and Kate Battle, who made the interview possible.
Chelsey and I talk about new year's resolutions for lawyers in three areas: growing Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-73718879326978356442011-01-01T16:48:00.000-05:002011-01-01T16:48:43.052-05:00Happy New Year!
Best wishes to all for a healthy and happy 2011!Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-59664652699117341462010-11-30T21:59:00.000-05:002010-11-30T21:59:30.758-05:002010 ABA Journal Blawg 100The nominees for the 2010 ABA Journal Blawg 100 have been released, and for the second year in a row, my lawyer interview blog 22 Tweets was included on the list of the best legal blogs as selected by the editors of the ABA Journal. It's a great honor for me to have 22 Tweets listed alongside so many law blogs that inspire, educate, inform and amuse me every day, but the real credit goes to Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-81128955018440374682010-09-30T09:04:00.000-04:002010-09-30T09:09:08.079-04:00Is it time for a marketing tune-up?The market appears to be picking up. Clients are getting back to work. New opportunities can’t be far behind. What are you doing to find them? To make sure they show up on your radar? To put yourself in a position to see those opportunities that do present themselves, and to land the work when you pitch for it? Maybe it’s time for a marketing tune-up. Just like you regularly perform maintenanceAnonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com1tag:blogger.com,1999:blog-5295275015270250073.post-38270797747548483692010-03-29T02:31:00.008-04:002010-03-30T12:44:19.858-04:00Blawg Review #257Welcome to Blawg Review. To celebrate the first anniversary of 22 Tweets, our Twitter interviews of practicing lawyers, we’ve put together a special version of Blawg Review. What does that mean? First and foremost, it means that we’ve selected 22 posts from this week’s legal blogs: 22 authors, 22 blawgs, 22 posts. More importantly, it means that this week there’s no free ride on Blawg Review. Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-69856149784844728002010-03-14T22:30:00.006-04:002010-03-14T23:11:03.326-04:00What I’ve learned from a year of 22 TweetsThis week marks the one-year anniversary of 22 Tweets. It’s been a great first year. I’ve learned a lot from the interviews, about the lawyers I’ve interviewed, about the practice of law, about how what I hope is a representative slice of the Web 2.0 legal crowd markets themselves and their practices. And I’ve also learned a great deal about communication and communicating, about messages and Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com5tag:blogger.com,1999:blog-5295275015270250073.post-73063342285876241242010-03-02T13:55:00.015-05:002011-01-01T16:19:03.501-05:00Legal Services and Chinese Outbound Investment
Steptoe & Johnson opened its first China office in Beijing on March 1 with the stated objective of providing services to "multinational companies operating in China as well as Chinese companies expanding beyond the People’s Republic of China." The opening was covered in an ABA Journal online piece here, and you can read Steptoe's press release here.How realistic is this objective? On the oneAnonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-37097193127957664312010-01-13T10:52:00.005-05:002010-03-02T14:51:48.586-05:00Why are we still debating (redux)?Are you really not yet convinced that you need to develop a more active social networking and social media profile? That you need to understand and use and master social media tools for communicating? Maybe the CEO of Sun Microsystems can convince you:“As CEO, I need to engage the market, inside and outside Sun, with whatever technology affords me the greatest possible reach. Through blogs, Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-54079528289035804642010-01-12T12:40:00.004-05:002010-01-12T13:20:01.812-05:00What lessons have you learned?I read an interesting post today on the Commute by Bike blog: “5 Things I wish I knew when I first started Bike Commuting.” I would add a sixth, but all the same I was struck by how easily these bicycle commuting lessons apply for lawyers: Route. Plan your route. Know where you want to go and how to get there and what you need to do to move in the right direction. There’s plenty of strategy Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com0tag:blogger.com,1999:blog-5295275015270250073.post-36244127814160003792009-10-16T12:58:00.005-04:002009-10-16T15:12:01.434-04:00Are you exploring Social Media?What are you doing to market your practice with social media? How are you telling your story? What are your objectives? Are you meeting them?There's no doubt that social media is revolutionizing PR, marketing, and internal communications across industries, and that the legal profession finds itself directly in the mix. Are you keeping up with the changes or getting left behind? Blogs, Twitter, Anonymoushttp://www.blogger.com/profile/05732413674490900900noreply@blogger.com3