Who Is Your Ideal Client?
While in Teton National Park last week, I noticed a trend among serious hikers. I parked at several trailheads during my vacation, and I noticed that the parking lots for the more intense hiking trails featured a surprising number of Subaru cars, all with outdoorsy names like Outback. I’ve never seen so many Subarus in […]
Weekly Rainmaker Activity 8/31/09
A primary benefit of being active online (by having a website with a biographical sketch and having articles relevant to your practice published online, for example) is that potential clients have an opportunity to learn something about you before meeting you. Whether your name surfaces by referral or by an internet search, it’s a safe […]
At a fork in the road?
In this economy, many lawyers are facing an unanticipated fork in the road. Layoffs leave some lawyers contemplating an exit from the profession, others considering whether to launch a solo practice, and others still looking to shift practice areas in hopes of finding a new position. I recently watched a video of a presentation for […]
Weekly Rainmaker Activity 8/24/09
This week’s rainmaking activity focuses on publications. A “slow yield” activity that’s critical for growing substantive legal skill and reputation for expertise, every lawyer should have a few publications to his or her name. Your task this week: select an issue on which you’d like to write a practical article and a publication in which […]
How do you ask for business?
How do you ask for business? We all know intuitively (or through training) that those who don’t ask typically don’t get business. However, many lawyers are leery to come out and ask for business explicitly, and rightly so. Asking can disrupt a relationship if the answer is “no,” and, under some circumstances, asking can even […]
Weekly Rainmaker Activity 8/17/09
Studies show that a prospective client must be exposed to you 7-9 times before they’re ready to hire you. (Those statistics are not specific to law, granted, but I have no reason to believe they’re off the mark for lawyers.) The reasons are simple: most potential clients don’t have a current legal need, are already […]
Do you sponsor? (And WRA, resurrected)
Do you know how to get the most from your sponsorships? Getting in front of a group of potential clients can mean different things to different people. These are some of the considerations I recommend you evaluate if you’re contemplating taking on a sponsorship: Who will be present? Potential clients or referral sources are good; […]