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Legal Marketing & PR

: Larry Bodine's LawMarketing Blog

June Issue of Originate Now Available Online

By Larry Bodine, Esq.

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The new June 2009 issue Originate! is now online. Here is the table of contents for this month's issue. Earlier articles are still available for viewing in the 'Archives' section and are searchable using the Search the articles just click any title or log in at www.pbdi.org/originate.

All previous articles ox in the upper right of the home page; plus, all 116 articles published in our first year are now indexed and viewable in one place; just click here to access them or see the Resources section of the newsletter.

2009 Rainmaker of the Year Awards: It's time to nominate top originators for the 2009 Awards to be announced in our September issue. The Entry Form is now available and open to all law firms. See the September 2008 issue for last year's winners.

CONTENTS:

Lead Article: Business Development Advice from the Chair of the ABA Commission on Women

This is the third part of a three part interview with Roberta D. Liebenberg, the Chair of the ABA Commission on Women in the Profession. Here she addresses specific issues and opportunities for women lawyers, including the advantages and disadvantages they bring to the practice of law…and what to do about those.

We've Only Just Begun: Business Development AFTER You've Acquired a Client
Seventh Stage of the 12 Step Pipeline: In this stage of managing your sales pipeline, your work to get the new client doesn't stop. Now you want to keep that client and build up the matters you do for them. It's more than a matter of economics, but good service. Andy Havens explains how it can work for you as well as the client and ways to make it happen.

The Art of Closing: Six Rules of the Game - Pt 1 of 2
Ask for the business. Get closure. Deal with obstacles. In a selling situation, there's a lot to think about. But maybe you're thinking too much, and not building up your instincts. Here two attorneys Kevin Chern, Esq. and Damon Cheronis, Esq. explain six powerful business development rules about making the sale, and how you can tone your reflexes. Part 1 of 2.

Best Practice Tips

Systematic Success: How to Conduct a Winning Sales Call

Suppose that you were representing a client with a potential million dollar judgment. Would you just show up in court and wing it? Unfortunately, laments Michael Cummings, that's what so many attorneys do when a big new piece of business is on the line. Here he presents a systematic quality control process for preparing and conducting your next sales call.

Case in Point: What To Do When Your Own Partners Won't Refer You

Current research shows that major companies are firing 20% of the core law firms they are using, and that failure to cross-sell could put your firm in the loss column. Larry Bodine, Esq. advocates an analytic approach to get things and explains how to overcome a common obstacle in doing so.

Nothing Grows In Ice

Business development turns out to be rocket science after all, observes Thom Singer. Creativity wins the day in personal marketing, not just in science, engineering and art. If you want to be more than just 'average' in your practice, you need to un-freeze your brain and ignite possibilities. Here are some ways to light your fire.

What If?: Making Change Work For You

Change is frequently looked upon as disruptive or unwelcome, but it's the key element lawyers often don't embrace when they need to. Darryl Cross proposes some slight shifts you can make, some unthreatening 'What Ifs' that can make a big difference for you and your clients.

Getting the Most Out of Your Subscription:

All previous issues are archived so they can still be read online. And be sure you take advantage of all the ongoing business development resources you've gained through your subscription:

Free web seminar: In the right hand column of any issue you can stay apprised of upcoming web seminars. If you still qualify for a free web seminar, to sign up you must contact Laura Kresich about a week in advance of the seminar so she can register you and get you the sign-on information. You'll find Laura's contact information at the bottom of each page (lkresich@prodigy.net). You and any number of people in your office can attend at the location where you connect to the seminar. You can register for other web seminars at the regular price on www.pbdi.org.
Resources: Articles, downloads, audiocasts - these will change throughout the year so keep an eye out for new resources you can use.

Spread the Word Please:

If you know someone who can benefit from ORIGINATE!, we invite you to share any of our articles with that person (which is easy to do by copying and pasting the article into an email). We only ask that you include the brief promo we've added at the end of each article. Or just steer them to our site where they can see for themselves what we offer.

Enjoy and Let Us Know

Enjoy the current issue, and please let us know what you think about it, how valuable you are finding the articles, or any suggestions or criticisms you wish to offer. We want to hear from you!

Barry Schneider

Editor in Chief ORIGINATE!
Email: bschneider@sageprofessional.com

Full post as published by Larry Bodine's LawMarketing Blog on June 10, 2009 (boomark / email).