Latest Issue of Originate! Online -- Featuring the Definitive Associate Law Firm Marketing Checklist
The newest issue of Originate! -- the newsletter devoted to lawyer business development and law firm marketing -- is online at www.pbdi.org/Originate. Most lawyers who aim to build a strong, vital career realize there’s no alternative to bringing in business. But to do so you have alternatives. Our writers this month deal with different aspects of this idea that have been bothering them, and consider some of your options.
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Free Lead Article: Be Prepared - The Associate Marketing Checklist - this article is open to all visitors. |
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Tenth Stage of the 12 Step Pipeline: Group social situations have the potential to solidify your image and relationship with long-term clients, argues Andy Havens. However, they work best when you have a mature relationship, with multiple points of contact between the client and firm lawyers. And they can go badly awry if you initiate them too soon in the sales process - or without the right care.|
Simply Work: Creating Business Development Success Week by Week |
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You can learn a lot from rainmakers within your firm about success in business development. Michael Cummings himself admits what clients have shown him recently about the success that comes from treating marketing like work: scheduling priorities, keeping track of results, but above all keeping at it. |
| The Trifecta: What You Need to Know about Clients to Succeed in Business |
 Why do you need to understand about how clients choose lawyers? It’s another vital sales trifecta, according to Darryl Cross: getting the timing right, recognizing true needs from lower priorities and gauging your appropriateness to the matter. With his suggestions, you can start shining in the trifecta of your clients and prospects. |
Adverse Possession: Turning Conflicts into Opportunities |
 Attorneys are often conditioned to see everyone as adversaries. However, Thom Singer reminds us, more often success comes from a partnering attitude. So keep the right mindset when dealing with colleagues and other business associates in difficult situations: look for what’s beneficial to all parties, and don’t cook your golden geese. |
Increase Your Billings with Alternative Fees |
 More and more clients are pressuring their lawyers on alternative fee arrangments. Fast moving firms and lawyers are increasingly gaining advantage from offering them to clients. Larry Bodine, Esq. explains the why and the how of seizing this opportunity for yourself. |
