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Build It! The New Associate’s Guide to Business Development
Big firm or small, trials or deals, there’s a single question the partners ask about young associates: “Is she a keeper?” And, while legal skills certainly count, we all know what ultimately swings the...
View ArticleWhat? You Want I Should Stop Using Yiddish?
Caution: Mature Content. Yes, yes, I do want you to stop. A recurring theme of “Get to The Point” is that even if some of your listeners or readers are fine with your language usage, if a speech...
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‘The Future of the Professions': A Complex Crystal Ball
No one would describe “The Future of the Professions: How Technology Will Transform the Work of Human Experts” as a light and frothy read. We are huge fans of Richard Susskind’s previous books and his...
View ArticleNot Your Grandma’s Public Relations
In yesteryear, if you wanted to circulate news, you yelled it over the fence. In two minutes your neighbor had all of it. In 20 minutes it was around the block, and in two hours it was all over town....
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Five Things I Loved at the 2015 Futures Conference
Once a year, the College of Law Practice Management meets at its Futures Conference to induct new fellows into the College and discuss issues of importance to the delivery of legal services. This...
View ArticleTop 5 Perfect Traits of Non-Perfect People
When I see other lawyers trying to be perfect, I want to help them. More often than not, it’s a female lawyer who is also a mother, trying to be everything to everyone all the time. I want to stop and...
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One-Word Business Development
Some years ago, I conducted a half-day workshop on business development at an AmLaw 100 firm’s retreat. I closed the session by saying the following: “If you don’t remember anything else we have...
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Google Drive Collaboration: It’s a Document Party!
Google Drive, through Docs, Sheets or Slides, has given users a free way to create documents, share them and allow multiple users to edit simultaneously or asynchronously. So, how would you use this?...
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Cross-Selling Made Simple
Recently I was contacted by someone looking for good articles on cross-selling. I noticed that a lot of material discussed the obstacles — compensation systems, internal competition, lack of confidence...
View ArticleFive Principles of Smarter Social Media Marketing
Social media marketing has, unfortunately, become the techno-version of “marketing by wandering around.” It can be immensely time-consuming while producing an extremely low return. You can spend...
View ArticleTools and Tricks to Automate Your Marketing
Applied well, technology can make any task more efficient and cost-effective — and that includes your marketing activities. Whether it’s tracking those marketing dollars to find out where they are best...
View ArticleWill Your Client Show Up?
When you factor together the number of appointment-based businesses and the average no-show rate across all industries, I estimate the American economy loses at least $66 billion each year due to...
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Like? Yikes!
Those of us who love language and value the ability to be well-spoken have every reason to feel, like, depressed. I fear we have lost the battle with mass culture regarding articulate speech. Witness...
View ArticleBlurred Lines: Using Macs at Work and Home, Part One
If you are a Mac-using lawyer, you probably use your laptop, iPhone and iPad both at work and at home. In other words, your business devices do double duty as your personal devices. At ABA TECHSHOW...
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How to Make Your Social Media Marketing NOT Suck
Your prospects and clients are interacting daily on social media channels, regardless of your opinion on the matter. It’s time to get over yourself and invest a little time and money in this marketing...
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Survey Results: Truths About Lawyers and Social Media
A year ago, we thought social media couldn’t get any hotter as the marketing mode of choice for lawyers. Comparing results from the recent “Attorney at Work 2016 Social Media Marketing Survey” to last...
View ArticleSeven Steps to a More Authentic, Fresher Attorney Bio
Nobody sets out to write a boring bio. It’s just so easy to follow the usual attorney bio format and rarely update or change it — unless there’s a big pitch underway or the firm’s website is being...
View ArticleThe Truth Is in Here: Lawyer Lessons Buried in ‘The X-Files’
If this sounds like a thinly veiled excuse to write an article about “The X-Files” that is only tangentially related to law practice management, well, it is. So, sue me. (See what I did there.) It...
View ArticleDepression: A Lawyer Pandemic
Arizona was hit hard by illness this winter. Several people at my law firm came down with cold and flu-type illnesses. Even I got sick; but thankfully, for my colleagues’ sake, I’m not contagious. I...
View ArticleABA TECHSHOW Down-Low: Upgrades Unleashed at 2016 Conference
If you’re a nerdy lawyer, ABA TECHSHOW is where you go to geek out. (Wait, did I say that out loud? And isn’t that redundant, “nerdy lawyer”? Wait, did I say that out loud?) For several days before it...
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