ABA Law Practice Magazine Ah, the ancient art of face-to-face. Ironically, it is still perhaps the greatest business development tool known to man (and woman). Yet, as we seemingly get busier and busier each day, face time has been replaced by FaceTime and Facebook and all other sorts of live-people-avoidance…
If you are a Judge or attorney fascinated (or at least feeling like you need to know this stuff) by the world of social media, consider attending the 2017 Third Circuit Judicial Conference on April 19, 2017 at the Lancaster Marriott at Penn Square in Lancaster, Pennsylvania. I will be…
ABA Law Practice Magazine, March/April 2017 Diversity as a business development tool cuts both ways. For those law firms that lack it, there is often frustration in knowing there are matters and clients that they will lose. For those that have it, there are endless opportunities to be rewarded. It…
What do for-profit and nonprofit legal organizations stand to gain from publishing free or low-cost educational resources? Investment in a public good and expertise, to start, writes Law Technology News reporter Gabrielle Orum Hernández in the November 2016 edition. In Online Legal Resources Straddle the Line between Public Good and…
In the September 13, 2016 edition of Law360, reporter Kevin Penton writes on 3 Secrets to Retaining Millennial Attorneys. He interviewed me, along with Michael Di Gennero, a senior director with Lateral Link, a recruiting agency; and Danielle Goldstone, a senior consultant with Laurence Simons, a legal and compliance recruiting…
In the 15+ years where I’ve taught the marketing & advertising ethics CLE hour of Ethics Potpourri, this years’ program has elicited some of the most fascinating exchanges from the audience. I teach this hour live in Philadelphia and Pittsburgh every April, August and December. The coming weeks include the…
My first sit-downs with law firm management to discuss marketing strategies were 20 years ago. In the subsequent two decades, I held those discussions in the board rooms of Amlaw 100 law firms and in conference rooms of law firms with ten or fewer. Their approach to marketing expectations from…
As National Football League coach Chip Kelly begins his first training camp with the San Francisco 49ers, my column in the July/August 2016 issue of the ABA’s Law Practice Magazine, A Business Development Coaching Clinic: Culture Beats Scheme, seems quite timely. Much like many law firm BD coaching efforts, I…
When I chatted with The Legal Intelligencer’s Lizzy McLellan about Small Firms Look to Attract Middle Class With Flat Rates (TLI, May 6, 2016), she asked me about a law firms’ initiative that touted (in a press release) an original and unique attempt to target the middle class through the…
Perhaps it is sad to think that customer or client service has gotten so bad of late that highlighting those that do it well should not be necessary, but it is. So many companies send us off to automated web and voice mail systems, force us to chat with folks…