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What does it take to get new clients and generate more work? Put the best ideas and advice to work for you with ORIGINATE! – the online business development newsletter for lawyers. Click "Learn More"!


Featured Articles — The Lead Article is always a free sample.

Lead Article: Overturning the Downturn: How to Make This a Great Time for Business Development

Rainmakers understand how to use an economic downturn to their advantage. Michael Cummings explains what silver linings they see, and offers ten critical to-dos right now for any lawyer or firm that can help you gain more work, and ensure that you come out of the recession better off than before.

Business Development Advice from the Chair of the ABA Commission on Women

This is the first part of a three part interview with Roberta D. Liebenberg, Esq., the Chair of the ABA Commission on Women in the Profession. Here she mines her experience for those essentials that all lawyers must keep in mind as they build and sustain a practice, with particular attention to options for women.

Party!: The power of Yall

Sixth Stage of the 12 Step Pipeline: In this stage of managing your sales pipeline, as you start serving a client, Andy Havens insists that it’s good business to bring other lawyers into the mix …not because it’s good for you or the firm in the future, but because it’s good client service/value now. So forget growing the pie; grow the party!

Making Marketing Authentic: Marketing Your Mediation Practice

In this second of a three part series of articles on how to market a mediation/ADR practice, Diana Mercer, Esq. explains what marketing techniques can really work for you and how to use them effectively – from networking to building an internet presence – and also what not to do. Her specific recommendations can help any lawyer improve how they market their specialty services.

Best Practice Tips

Shock Your Clients with One Small Step Forward

One small step to improve your client service can translate into a giant leap in your relationship, observes Darryl Cross. Since merely satisfactory passes for the ordinary these days, it doesn’t take much to impress your clients and make them look forward to working with you. Here are some ideas on how to be extra-ordinary.

Time’s Person of the Year: Me

As your clients might say, it’s all about "me". In the online world, I – your client or prospective client – can readily find ways to customize my experience, getting just the information I care about. Now I’m on your web site, how do I find what matters to me, and see what might solve my problems? Barry Schneider draws conclusions from an experiment by Time magazine.

Warning: Boring Gets Ignored

To get noticed you need to stand out from the crowd, argues Thom Singer. And a good way to stand out with clients, prospects and contacts is to do something bold, unique and new. He challenges you to take a risk in how you position yourself in the marketplace. Doing the same old thing is even riskier.

Get Connected: Turning Your Bio into a Magnet for Business

Larry Bodine Esq. shows how to take a good bio and use search engine methods and social networking sites to connect to those who are looking for your services and those who can help you generate business and business connections.

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