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Asking For Referrals: The Easiest Way To Generate More Business Image

Asking For Referrals: The Easiest Way To Generate More Business

Chuck Polin & Evan Polin

In an interesting contradiction, the number one technique to generate more new business is also the concept that makes attorneys the most uncomfortable. Throughout the years, numerous studies have shown that the most effective way for attorneys to develop more business is through referrals, specifically referrals from other attorneys. Typically, referrals come from three sources: 1) other attorneys; 2) strategic partners; and 3) current clients.

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<b>The MLF 50:</b> Profile of Brown Raysman Millstein Felder & Steiner Image

<b>The MLF 50:</b> Profile of Brown Raysman Millstein Felder & Steiner

Elizabeth Anne "Betiayn" Tursi

Brown Raysman faces unique and interesting challenges. One of them is how to optimize ROI with a marketing budget of a midsize firm competing against firms three or four times its size, while still meeting the overall goal of greater recognition.

<b>The Place To Network:</b> The Fine Art of Phone Calls Image

<b>The Place To Network:</b> The Fine Art of Phone Calls

Olivia Fox Cabane

It's easy to take phone calls casually. You can make them from your home, in your pajamas, while watching your kids, or from the office while reading your…

Features

How To Fail At Internet Marketing Image

How To Fail At Internet Marketing

Jason P. Lisi

For large and small firms, regardless of practice area, use of the Internet to attract new business can be one of the most productive and efficient forms of business development. Internet marketing ' Web sites, search engine ranking, e-mail campaigns, and the like ' is targeted, operates on a wide geographic scale, and can produce valuable leads while the lawyers are generating billable hours, vacationing, or doing other activities. <br>However, because it is a relatively new medium for law firm marketing, effective use of the Internet is not widespread. There are many myths and misunderstandings about how it works and what will succeed, and what the future holds. Here is a list of some of the best ways to fail at Internet marketing.

Technology Challenges In Law Firm Mergers Image

Technology Challenges In Law Firm Mergers

Edward Poll

When law firms merge with one another, one of the more significant front-line issues is "Which firm's technology will survive?" When there is a merger (buy-out) by a large firm of a much smaller law firm, the answer seems obvious. But, when there is a merger of equals, or of larger firms (even if not equal in size), the answer is not so clear. And where there is a merger of small firms, things get murkier still. <br>What may be worse is that frequently, the question is not even considered before it is too late to make a smooth transition.

Features

<b>Media & Communications Corner:</b> Becoming the TV Star You Always Wanted to Be Image

<b>Media & Communications Corner:</b> Becoming the TV Star You Always Wanted to Be

Cari Brunelle

The glamour and cache of being interviewed on CNN or CNBC as a national legal source is quite appealing to many attorneys. Broadcast journalism reaches a broad audience and for many, is seen as more exciting than print. And when other attorneys (deemed not as accomplished as themselves) appear on TV, they often wonder: How can I get there too? The answer is: preparation and some honest reflection.

Coaching For Coaches: One-On-One Attention Combats Training Program Decay Rate Image

Coaching For Coaches: One-On-One Attention Combats Training Program Decay Rate

David Adams & Michael Colacchio

Most practicing attorneys are realizing that the "if-you-build-it, they-will-come" approach to business development is not enough in today's competitive marketplace. For those who must learn by experience, this reality is often punctuated by a delay in making partner due to the lack of a "book of business" or mid-career partnership pressure on rainmaking. <br>Despite this reality, attorneys continue to struggle with bridging the gap between the skills and behaviors learned in law school and applied in practice, and those skills and behaviors needed to develop new business. This is where the law firm marketers come in.

The Grass Is Always Greener: Life As In-House Counsel Image

The Grass Is Always Greener: Life As In-House Counsel

Linda K. Schear

As a private practitioner, sitting at a paper-smothered desk getting rapid-fire e-mails and phone calls from multiple clients, each of whom needs something yesterday, filling out time sheets and reviewing mountains of billing, it is easy for those in private practice to envision life as an in-house attorney as the better ' or at least less stressful ' choice of career paths. This article reacts to that vision, highlights some of the different issues facing those in-house, and discusses the manner in which some of the same issues faced by all attorneys translate in an in-house environment.

Features

Keeping Partners Engaged In Associate Development Image

Keeping Partners Engaged In Associate Development

Lisa Keyes

Firms have good reasons for offering formal associate development programs such as law firm universities and mentoring programs. Clients expect trained associates and associates expect training. Formal programs, often with full-time staff support, can effectively deliver training to groups of associates.

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Playing Hard To Get Image

Playing Hard To Get

Marie-Anne Hogarth

Fifteen years after merger mania started, and despite the invasion of out-of-towners now crowding the Bay Area, these and other firms remain independent ' sometimes fiercely so.

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