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Making Rain -- A Lawyer's Second Job
The Legal Intelligencer
The rainmakers who spoke to The Legal for this article couldn't be more different from one another. They include women and men, litigators and corporate attorneys, large-firm lawyers and small. But they all have the same general ideas when it comes to building a book of business, and they all have little tolerance for excuses. It takes time, effort and interest to become a rainmaker, and all of these rainmakers have paid their dues.
Build Relationships, Build Business
Fulton County Daily Report
Legal recruiter Lee Ann Bellon says that even if aggressive networking is outside your comfort zone, to gain business you can still start with the basics: building and maintaining relationships with your neighbors, other attorneys in your firm and even your children's soccer moms. The world of business, Bellon says, is built on relationships. People do business with professionals they know, like and trust. They refer others to the same people, and new relationships are built and maintained again and again.
Preparing for Business Development in a Recession
The National Law Journal
Whether we are heading into or are actually in a recession, there is little wonder why businesses find themselves uncertainly pondering their next move. As a vital part of the business community, the legal industry is just as susceptible to succumbing to the Chicken Little that exists in all of us. Consultant Les Altenberg explains how firms that adjust their four "P's" -- product, place, promotion and price -- to accommodate new economic realities will likely be the ones that ultimately weather the storm.
Review: Marketing Book Doesn't Offer Much New Information
Marketing the Law Firm Newsletter
"The Little Black Book on Law Firm Marketing and Business Development: Everything a Managing Partner Needs to Know" is a tribute to what a visual communication can achieve, says consultant Elizabeth Anne Tursi. Complete with quotes from managing partners of small to midsize firms, the book highlights how marketing can become an integral part of a firm's thinking. But there's not much new in the book, says Tursi, who would have liked a more detailed approach to how one mines new business opportunities.
Is There a 'Bald' Business Advantage?
Fulton County Daily Report
A recent article described a survey of CEOs who found that being bald is a business advantage because it conveys leadership presence. Communication skills coach Joey Asher wonders what he is supposed to do with that information -- advise his clients to shave their heads? However, the "baldness-leadership" nexus highlights a series of uncontrollable physical issues that impact leadership presence. Asher explains that the most important thing lawyers can do to address challenges is focus on fundamentals.
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