The Lawyer Aha Marketing Moment

business development

“I didn’t know you do that.” That’s what one of my clients heard at a recent lunch with a corporate client. It was one of several lunches I’ve been encouraging her to schedule. He already sends me the legal work he needs done, she had...

Distinguish Yourself – Lawyers Who Get to the Point

business development, career management

Sometimes my days have a theme. Yesterday’s theme: Get to the point. Be Direct. Last night a lawyer friend told us a recent story about filing a motion for summary disposition after he was hired to replace a well known insurance defense firm. As soon as he was...

No News Is Not Good News – Communication Tips for Lawyers

business development, career management, practice & time management

No news is not good news! No news in the practice of law ratchets up people’s imaginations and stress levels as fast as thinking about sharks when you are swimming in the ocean. When clients hear no news from their lawyer, they start questioning whether their...

How to Stop Saying “I’m Sorry”

career management

Are you an apologizer? Do you keep saying “I’m sorry” for no reason? Quick, effective fixes from my experience coaching lawyers:  (1)  Realize that this behavior undermines your credibility and authority.  (2)  Count the number of times you say...

Listen Up, Lawyers: 5 Rules For Really Listening (per David Winter)

business development, career management, practice & time management

Communicating includes listening. Communicating with your clients, partners, other colleagues, other lawyers, potential clients etc., includes listening to them. Since communicating is a relationship skill, when you improve your listening, you will improve your...