Law attracts people who are interested in the intellectual chalents. Law doesn't tend to attract people who are good at building relationships and networking, and and it's not a topic in law school. But if you talk to most rainmakers, they took a class in business development or studied at somebody's knee and learned how to develop relationships -- where you're going to find new business.
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Larry Bodine Named a Top Five Legal Marketing Expert by MyLegal.com
This article also contains' Bodine's "Top Five Marketing Tips for Legal Professionals." MyLegal.com states: "Larry Bodine is a business development advisor who helps law firms generate revenue and get new business. Larry conducts marketing assessments and ...
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Turning Your Bio into a Magnet for Business
Learn how to use your bio to generate leads by turning features into potential client benefits....
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Plaintiff Lawyers in Demand for Corporate Commercial Cases
Corporations are retaining plaintiff law firms to pursue their cases and hiring them on a contingency basis. The change in attitude by corporate America has opened a new avenue to lucrative fees for plaintiff lawyers....
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Class on Business Development with Online Social Networking
More than 70 percent of lawyers are members of an online social network. Are you?
Identifying, evaluating and selecting outside counsel was among the top three reasons for corporate counsel participation in online networking. Can they find you?...
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The Definitive Associate Marketing Checklist
Marketer Larry Bodine advises associates to find a mentor, visit clients at their offices, meet referral sources and prospective clients for lunch --and dozens more tips for "worker bee" lawyers to turn into "rainmaker" owners....
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Video: How A Lawyer Can Sell Like a Doctor
At the Total PMA conference, I revealed how lawyers should ask clients and prospects "where does it hurt?" In law firm marketing, lawyers shoull talk about the topic that is most interesting to clients (themselves). If they are talking, you are selling. ...
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Video: How to Sell Legal Services
See Larry Bodine describe the three places where new business comes from, why effective legal marketing is not "selling," and what questions to as in a new-business call....
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Podcast: How to Get more Clients and Generate More Revenue
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How to Make the Most of LinkedIn
Lawyers are puzzled about how to use the LinkedIn social networking site for business development. This article describes how to use the the service to get new clients....
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Business Development Training Results in $1 Million in New Revenue
Chuhak & Tecson, one of the largest full-service law firms in Chicago, launched an intensive program of business development training for 20 of its income partners in 2005. Within nine months, the group had brought in $1 million in new revenue, with one pa...
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Writing Your Personal Marketing Plan
Improve your business development skills and meet your financial goals for 2009. Identify your target clients, referral sources and trade associations of clients. Take these suggestions and guarantee financial success for your year ahead....
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Listening Your Way to New Business
We were given two ears and one mouth, and they should be used in that proportion in a sales call. ...
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Recession-Proof Marketing in 4 Steps
To survive the downturn, focus on top clients, follow the revenue pipelines, communicate your expertise, and write a business development plan....
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85% of Firms Offer Business Development Training to Lawyers
In response to the bleak news about the economic prospects for the legal profession, smart law firms are training their lawyers to bring in new business. A new survey by The BTI Consulting Group of Boston found that 85% of law firms offer formal sales an...
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Pieces of Gold: What To Do When You Get a Business Card
Every time you receive a business card you've been handed a business development opportunity. Following three steps will ensure that you are taking full advantage of each chance to build your network and bring in new business. ...
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Podcast : Tips on Business Development for Lawyers
Listen to more than a dozen business development tips in this audio recording, including how to mine your network, how to find time to do business development, and how to identify your ideal clients....
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Memo to senior partners: Motivating Younger Lawyers to Generate New Business
Motivating younger lawyers to get business is possible, if you take some simple but powerful steps. Start by recognizing how much their world and their experience differs from their seniors in the firm. Then mentor and involve them so you stir their intere...
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The Ten Most Effective Law Firm Marketing Techniques
This article is based on scientific research, in which 377 marketing partners and marketing professionals in law, accounting and other professional services were asked: what are your most effective marketing techniques. ...
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New Podcast Offers Free Business Development Advice
Get 34 minutes of free advice about building your practice, mining your network, weaving business development into your activities, and identifying ideal clients....
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Can You Beat this 25-question Sales Training Quiz?
In the 16 years I've been in law firm marketing, I've seen at least 25 scenarios where law firms need sales training. Typically, it's the reason that a partner or marketing director calls me in the first place. These situations are found in law firms of ...
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Top Competencies a Lawyer Needs to Succeed Today
To succeed, lawyers must have the ability to generate new business, learn the business of their clients, and networking. Further a successful business development plan must focus on three things: clients, referral sources and an organization to jo...
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The Law is in a Recession, and How to Survive it
Once thought to be recession-proof, the legal profession is now in an economic downturn that will include a drop in profits per partner, declining spending by corporations, attorney layoffs and a major competitive threat from law firms in London. Larry B...
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Business Development Advice from the Chair of the ABA Commission on Women
Pamela J. Roberts, Esq. discloses in the November issue of Originate how she brought in the business for her firm, and built a thriving practice. Her story illustrates how other women lawyers can do the same, according to my case study. And her thirteen qu...
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New Podcast Offers Free Business Development Advice
Listeners will learn how to conduct a new-business call, mine your network and use business development as the pathway to happiness and prosperity. Larry covers 16 points for successful business development....
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Avoiding Dead Ends in Your Business Development
Persistence is ordinarily a good thing in business development, but you must recognize when you’re making progress in the right direction or just arriving at a dead end. Follow the seven tips to avoid shoppers, not buyers....
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The Most Effective Forms of Legal Marketing
Find out the truth about law firm sales, Web marketing, blogging, TV ads, and the future of law marketing. LawyersandSettlements.com included Larry Bodine in its "Interviews with Independent Internet Legal Marketing Experts."...
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Getting More Bang for Your Marketing Buck
Law firms must be able to prove return-on-investment on the firm’s marketing efforts. This article reveals the three metrics to use in measuring, which marketing activities get the best ROI, and which are a waste of money. ...
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Rainmaking: The Hammer to Break the Glass Ceiling for Women Lawyers
Women lawyers have a natural aptitude for rainmaking, but law firms must begin providing them with the support and mentoring they need to reach their full potential. Marketing expert Larry Bodine gives constructive ideas to help firms foster women attorney...
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10 Money-Making Elements in a Business Development Strategy
(PDF file). Published in the Lawyers Competitive Edge.
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Proving ROI on Marketing by Measuring Marketing Effectiveness
(PDF file). Published in the Lawyers Competitive Edge.
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Top 10 Marketing Mistakes
(PDF file). Published in Law Firm Inc. magazine. ...
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How to Jump-Start Cross-Selling in Your Law Firm
There are seven common objections that block cross-selling programs. The objections are actually a list of excuses you’ll hear from your partners, and they can be surmounted so long as the firm focuses on the goals of cross-selling....
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Use Industrial Strength Marketing
Published in Law Practice Today, by the Law Practice Management section of the American Bar Association. ...
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Business Development Training Results in Premium Rates and Recurring Business
Chicago litigation boutique Novack and Macey had their best financial year upon the completion of our business development program. They were also able to measure marketing efforts and revenue, give credit for collections and case management....
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How Not to Structure the Marketing Department
Find out the truth about law firm sales, Web marketing, blogging, TV ads, and the future of law marketing. (A LawyersandSettlements.com interview.) ...
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More Law Firms Charging Fixed Fees
Law firms are offering flat rate or fixed-fee agreements to win new legal work. 62% of general counsel at large companies said they have used fixed fees, according to new research. Find out how two law firms used the tactic to land major clients.
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Rainmakers are not Born, they are Trained
New research on the marketing activities of lawyers shows that a minority consider themselves rainmakers. But they didn't start out that way. 73% of rainmakers took a course or training session in marketing after they began their law practice....
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