Business Development for Lawyers: Strategies for Getting and Keeping Clients

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ALM Publishing, 2006 - Law - 306 pages
Whether you’re launching a practice or trying to expand your book of business, this new guide gives you the help you seek. From developing a reputation to developing relationships, from retaining existing clients to generating new business, Business Development for Lawyers: Strategies for Getting and Keeping Clients examines all the available techniques, providing you with the expert insights and practical tips you need to make them work for you. You’ll learn how to write for publications, make effective presentations, network, handle the media, get results from participating in conferences and social events, follow up with contacts, build relationships with referral sources, close the deal with prospective clients, and more. This new book from a leading law firm marketer and consultant is an excellent starting point for anyone developing a personal marketing plan or for the lawyer who wants to improve personal marketing and business development skills
 

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Contents

Preface
INTRODUCTORY COMMENTS
1
POSITIONING YOURSELF AND YOUR PRACTICE
11
Overview Positioning Yourself and Building Credibility
13
Writing for Publication
21
Public Speaking
39
Dealing with the Media
55
Preparing Written Marketing Materials
63
Satisfying Clients and Building Loyalty
117
Cross Selling and Expanding Client Relationships
145
Managing Relationships with Significant Clients
167
Handling Difficult Client Situations
193
Building Relationships with Referral Sources
203
Preparing Effective Proposals and Pitches for Business
223
Following Up with Targets
239
Closing and Asking for Business
257

Organizational Involvement
75
DEVELOPING BUSINESS
87
Overview Developing Relationships and Generating Business
89
Attending Social Events Meetings and Conferences
101
DEVELOPING A PERSONAL MARKETING PLAN
285
CONCLUDING COMMENTS
299
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About the author (2006)

Sally Schmidt was the first president of the Legal Marketing Association and the current president of Schmidt Marketing, Inc. She is the author of Marketing the Law Firm: Business Development Techniques.

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