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When Good Things Happen to Good People
If your mother was the only person you told about your latest
big win, you're missing out on the dividends to be reaped by taking
a little time to disseminate your good news. Learn how to
comfortably spread the word about your achievements in this article.
Get By With a Little Help From Your Friends
Have you considered that your network is both larger and more
valuable than you may realize? Today, let's look at how the people
in your network can help with your business development efforts--I
think you'll be surprised.
What Are Friends For, Anyway?
I am often told by clients that they just don't feel comfortable asking their close friends for business. That's a shame, because friends can be a great source of business or referrals.
Are You Sticking to the Fundamentals?
If there's less work on your desk than you'd like right now, learn about the fundamentals of building your
book of business in good times and in bad.
35 More Ways to Follow Up
In a past article we explored 25 ways to follow up. Here, we
*follow up* on that with 35 more ways to keep in touch with your
clients and referral sources.
Make 2010 Your Breakthrough Year
By: Sara Holtz
Are you a woman partner who is interested in growing her practice in 2010? Joining the Women Rainmakers Roundtable is a proven way to do it.
The next Women Rainmakers Roundtable starts in March.
How to Build Relationships During the Holidays
By: Sara Holtz
The next few weeks can be a great time to build relationships and
keep in touch with your best clients. The rewards can be very
real, as one client shared with me.
Are You Stumped for Ways to Follow Up?
By: Sara Holtz
Consistent follow-up is essential in effective marketing. Here are
25 ideas to help you reach out to clients and prospects regularly.
The One Thing You Must Do
By: Sara Holtz
If you want your marketing efforts to turn into new business,
there is one thing that you must do... consistently stay in touch
with those to whom you are marketing.
Marketing in Less Than 90 Seconds
By: Sara Holtz
One of the myths about business development is that it needs to be
time-consuming in order to be effective. Nothing could be further
from the truth!
Do You Respond to RFPs Without Having All the Information You
Need?
By: Sara Holtz
RFPs seem to be on the rise these days as clients search for ways
to reduce their legal expenditures. That's why I'm running a
revised version of my article on what to do before
you prepare your response to an RFP.
What's Your Marketing Mantra?
By: Sara Holtz
During my fifteen-year coaching career, my clients and I
have developed a number of "marketing mantras" -- quick
phrases that reinforce important concepts about how to
approach business development. Here are some of the most
popular we've come up with over the years. Adopt one that
resonates with you, and watch your marketing become more
effective!
Don't Hesitate to Pick Up the Phone and Talk to Prospects!
By: Sara Holtz
Though e-mail is a convenient way to communicate, it's not without
its limitations. Let's look at when it makes sense to pick up the
phone instead of dashing off an e-mail.
Are Your Business Development Efforts Failing Without
Follow-Up?
By: Sara Holtz
If you're continuing to focus your business development efforts on
meeting new people instead of on nurturing the contacts you've
already made, read on to find out why you're not making the best
use of your business development time.
Bragging Rights: Self-Evaluation Dos and Don'ts
By: Andrea S. Kramer ~ McDermott, Will & Emery
Most lawyers are expected to submit self evaluations as part of
annual compensation review processes. Women lawyers
should approach their self-evaluations with the same planning,
determination, and effort they put into their client projects.
How Can You Best Market in Volatile Times?
By: Sara Holtz
The economy may be volatile, but that doesn't make now a bad time
to market. In fact, you can maintain (and even grow) your book of
business in this present economic climate. Read on to learn how.
Are You Providing the Direction Your Clients Crave?
By: Sara Holtz
In law school, you spent a lot of time formulating "on the one
hand" and "on the other hand" analyses, but if you're still using
that approach, it's costing you business. Read on to find out how
to assume the role of trusted advisor.
Can Clients Be Friends?
By: Monica Goebel
Recently, David Maister, a professional service-marketing guru, asserted that
clients shouldn't be friends. Read on to see why I disagree.
Talking About Our Generations
By: Monica Goebel
You already know all about delegating to associates for billable work, but what about
recruiting their support for business development?
From "Worker Bee" to Rainmaker
By: Monica Goebel
If you're ready to move from "worker bee" to rainmaker, read these three key
strategies you need to put into practice.
How Are You Doing?
By: Sara Holtz
Most lawyers are reluctant to solicit feedback from their clients. Learn why it's
important to pick up the phone and how to handle what you hear.
It's Just Dinner
By: Sharla J. Frost
How to Handle the Marketing Dilemma of the Decade.
How Will You Market to Your B-List This Year?
By: Sara Holtz
While you should spend the bulk of your marketing time on your A-list, don't neglect
your B-list. Learn how to design an efficient system to market to your B-list to
maximize your marketing results.
Do You Have a Holiday Business Development Strategy?
By: Sara Holtz
The time between Thanksgiving and the end of the year can be perfect for building
client relationships. Read on for nine specific tips to make the most of your business
development before the year ends.
The "Pebble in the Pond" Approach to Marketing
By: Sara Holtz
Clients often ask where they should start their marketing and, given the overwhelming
number of people they could possibly market to, "Where should I start?" is a very good
question. If you've ever asked yourself this question, read this article to learn how
I found the answer while daydreaming at the lake.
Are You Making the Most of the Conferences You Attend?
By: Sara Holtz
If you'd like to get the most out of the conferences you
attend, follow this simple strategy for marketing success
before, during and after.
Are You Investing Your Marketing Time in All the Wrong Places?
By: Sara Holtz
Use this practical formula to determine whether
investing your time in a specific marketing opportunity
is the best use of your business development efforts.
What Could You Ask Your Network For?
By: Sara Holtz
Have you been letting your network languish while you
try to blaze a trail all on your own? Today, learn how
you can utilize your network as much more than just a
pool of potential clients.
Are You Properly Prepared for Marketing Activities?
By: Sara Holtz
Are you "winging" your way through business development
meetings? You'll get much better results if you follow these
four action steps.
Can You Really Afford to Avoid Business Development?
By: Sara Holtz
Are you prioritizing other tasks above business development?
That's a sure sign you don't know the true value of a new
client. Use this simple calculation to see if it doesn't
move business development up on your priority list.
Do You Have A Marketing Habit?
By: Sara Holtz
If your marketing is not a habit, you're spending more time
than you need to thinking about it. Learn how to create
marketing habits that make business development a natural
part of your schedule.
Treat Your Existing Clients Like Gold
By: Sara Holtz
When it comes to marketing your practice, are you focusing
on the right people? In this article, explore how to devote
your marketing time to the relationships that really matter
when it comes to building your book of business.
Books to Prepare You for Business Success in 2007
By: Sara Holtz
Read about four of Sara Holtz's recent favorite
business development titles and determine whether they
belong on your reading list. Includes Business Development
for Lawyers, Vital Friends, Book Yourself Solid, and
Ending the Gauntlet.
Do You Have the Necessary Confidence for Business Development Success?
By: Sara Holtz
Women with business development confidence are more likely to
do what's necessary to succeed at business development,
whereas women who lack confidence often shy away from
marketing opportunities. If you aren't as confident as you'd
like to be, read on for seven tips on how to build business
development confidence.
Do You Know How to Say No?
By: Sara Holtz
Psychologists say women have a tough time saying no which
can be a problem when it comes to business development. This
article presents five straightforward approaches to saying
no without appearing to be "not a team player."
Are Your Marketing Efforts Focused on High-Potential Opportunities?
By: Sara Holtz
Landing a new client takes a lot of time and energy.
Use these 11 questions to determine if you are focusing your efforts on
"high-potential" opportunities before you start marketing to a
particular prospect.
Do You Respond to RFPs Without All the Information You Need?
By: Sara Holtz
Before responding to an RFP, be sure you've
gathered the information you need to make your response compelling. These
ten questions will help your firm stand out from the rest of the competition.
Do You Have a Niche? Should You?
By: Sara Holtz
Just as no one trusts a general practitioner for brain
surgery, clients are reluctant to trust a generalist
with their important legal matters. Discover the five
reasons to niche your practice and a strategic approach
for determining what to specialize in.
Six Steps to Effective Cross-Selling
By: Sara Holtz
If you hoped your partners would cross-sell you and have been disappointed so far by the results, this article proposes a six-step process for getting them to take action in promoting you to their clients.
What Are Friends for Anyway?
By: Sara Holtz
Do you have friends you've avoided approaching about doing
business together? Today we'll explore a rewarding approach
to talking business with friends.
What's Your Answer to "What's New?"
By: Sara Holtz
When asked, "What's new?" you're being given a marketing
opportunity--don't squander it! Read this article to find
out how to answer this question.
Is it Time for a New Marketing Strategy?
By: Sara Holtz
Over the course of building a career, many lawyers discover they've
developed a list of comfortable marketing activities that served
them very well when they were developing a reputation and beginning
to build their book of business. But, over time, a different
set of marketing activities may be called for.
The Questions to Ask Before Asking for Business
By: Sara Holtz
Thirty-two questions to consider asking the next time you're sitting across the table from a potential client.
Ask, Don't Tell
By: Sara Holtz
Read about the importance of asking questions before making a pitch.
Are You Mistaking Activity for Effectiveness?
By: Sara Holtz
Answer these five questions to discover your most effective marketing activities.
What's Your Marketing Motivation?
By: Sara Holtz
Renew your marketing enthusiasm by creating your own compelling
reason of why business development success is important to you.
What Should You Do When You Lose a Marketing Pitch?
By: Sara Holtz
Take these specific actions to turn your marketing "losses" into marketing "wins".
Are You Making the Most of Networking Events?
By: Sara Holtz
Use these nine suggestions to capitalize on opportunities
at the next networking event you attend.
Are
You Taking Advantage of Those “Magic Marketing Moments”?
By: Sara Holtz
Use these nine suggestions to capitalize on opportunities at the
next networking event you attend.
Who
is Your Ideal Client?
By: Sara Holtz
Questions to help you focus your marketing on who you would most like to attract as clients.
How
Are You Going to Focus on Your Clients During the Holiday Season?
By: Sara Holtz
Make the most of the holidays to build your practice with four specific suggestions.
How
Do You Plan to Grow Your Business in the Upcoming Year?
By: Sara Holtz
Five questions that will help you create a marketing plan to make this year your best year ever.
Do
You Need to Focus on Building Your Reputation with Your Partners?
By: Sara Holtz
Use these tactics to enhance your visibility and reputation within your firm.
Do You Know the Answers to These Important Questions?
By: Sara Holtz
Ask these five questions to better understand your clients' and potential clients' needs.
Do You Know How to Ask for a Referral?
By: Sara Holtz
Ask for referrals in the right way and be rewarded with new business and better client relationships.
How Many People Should You Bring with You to Your Next Marketing Pitch?
By: Sara Holtz
The answer may surprise you, but will in most situations please your clients.
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