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Thank You LMA Eastern Canada

Sincere thanks to the Eastern Canada LMA Chapter for inviting me to present “The New Colors Of Law Firm Marketing” coloring book to its annual meeting on November 21st. I

Thank You San Diego LMA

Yesterday, it was a pleasure to participate in the first in-person book review of The New Colors of Law Firm Marketing with the LMA San Diego Roundtable. The discussions were

Only a Few Copies Left on Amazon

Only a few copies of the world’s first law firm marketing coloring book, THE NEW COLORS OF LAW FIRM MARKETING, are left on Amazon. Before we order a second printing,

Self-Sabotaging Excuse for Not Marketing – “I always miss the new litigation.”

“I always miss the new litigation” is one of the most self-sabotaging excuses for not marketing that I have heard from attorneys.  It is easy to solve.  You and your

Another Excuse – “I can’t market, but I’ll hire someone who can.”

And another excuse for not marketing we have heard from attorneys – “I can’t market but I’ll hire someone who can.” Oh come on – practice pitches, proposals and even

A Business Development Puzzle – Win a Prize

Do you know the 9 pieces of a Business Development Puzzle? With each post, you will see one more critical tactic we emphasize for long term revenue growth and sustainability.

Don’t Let Business Slip Through Your Fingers

You can avoid letting new business slip through your fingers by using our powerful, highly interactive workshops and strategic business road-mapping. As a business development consultant and advisor, these work.

7 Ways to Overcome Objections

In offering proposals for new client work, we often need to overcome objections. In a recent conversation with Rick Justus, CEO of 36ixty, he outlined 7 ways to overcome negative

Where Do I Find Prospects?

One of the most common questions clients ask is where do I find prospects? Simple Rules to Find Prospects There are 3 simple rules to follow when attempting to find

Why Clients Fire You – Client Retention? Part II

This is the concluding column on 10 reasons why clients fire you. Client retention is among the top priorities for building future business and receiving referrals. Last week we indicated

Why Clients Fire You

by Valerie Goodman In the Closers Group experience, lack of attention to client retention is a primary reason clients fire you. When it comes to attorney marketing and business development,

What She Said – Putting Testimonials to Work

One way to establish trust in the early phases of the business development process is applying “what she said”, or, putting testimonials to work on your firm’s behalf. Many firms

Dancing With The Stars and Client Retention

Which of the four personality types are you trying to tango with? For those focused on accelerating new business and client retention, Dancing With the Stars, “Which of the four

Grow Your New Business in 5 Minutes a Day!

Guest editorial from Valerie Goodman Grow your new business development in just five minutes a day. MOST FIRMS who approach us looking for business development and sales training want fast

Harvest More New Business From Your Top Clients

Guest Blog from Valerie Goodman Harvest the Cream of the Crop Wouldn’t it be nice if you could have 80% of your entire new business income derive from 20% of

4 Secrets to Accelerating Growth

In order to practice the 4 secrets to accelerating growth, using our one-page-strategic-plan becomes key. As practice areas, offices and cross-specialties groups build this approach into their firm culture, they

Have You Been Told to Grow Your Practice? – Origination Credit

As competition for legal services increases, non-equity partners are being challenged to “grow your practice.” In more and more firms, marketing and business development efforts are being intensified and carefully

Ridin’ The Storm Out — #5 in Accelerating New Business Development

In our last post we began a discussion of Bruce Tuckman’s 4 phase path for teamwork – “forming, storming, norming and performing” and how it applies to accelerating new business

90% of Marketing is “Half” Mental

Yogi Berra’s famous quote, in it’s modified use, addresses the most important aspect of marketing and accelerating new business development. Ultimately it is the attorneys and paralegals that will drive

Don’t Make Flying Pigs From Law Firm Rainmakers

It is stunning how many lawyers treat all leads alike, and market to the wrong prospects. Another major leadership mistake is asking law firm rainmakers to get out and prospect,

Are Hamsters Running Your New Business Strategic Planning ?

New business strategic planning is the process by which an organization’s leaders define and implement the plan needed to achieve the firm’s fundamental purpose — successfully solving problems and preventing

Why Focus on Your Client's Bottom Line?

Accelerate Your Business Now – Chpt.3 Note that these 12 Practices from 36ixty [brand, leadership, strategy, communication, team, core message, marketing, sales, customer experience, revenue and systems] break down into

Are There Really “Magic Pills” for New Business Development?

ACCELERATE NEW BUSINESS DEVELOPMENT NOW Chapter 2 Are there really “magic pills” for new business development? Following our last post, on what happens to your new business development efforts when

12 Essential Practices for New Business Development

  Why isn’t everyone in business living in an ACCELERATOR ZONE for new business development? We find in our work that a primary reason is that most people don’t know

Is Your Firm in the “Accelerator Zone”?

  Acceleration is about generating new business development successfully in less time. In order to enter the “accelerator zone”, one must first understand what happens when you are not in