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Rainmaking

How Clients Choose Lawyers

Sitting there staring at the inside of your office door and wondering how long you'll have to wait before a new client strolls in? Stop it. To attract new clients, you need to set yourself apart from other lawyers—and that'll take a lot more ...

Larry Bodine - April 20, 2011

Demographic Business Development

Successful practices identify specific client groups and focus business development efforts there. But, being lawyers, we tend to classify clients according to their legal needs rather than by criteria that are far more relevant to clients: ...

Jordan Furlong - March 21, 2011

LinkedIn and Your Job Search: Step One

While 90 million users may seem paltry relative to Facebook’s 500 million, LinkedIn offers a professional promise Facebook can’t touch: It can actually help you find and land a new position. In this two-part series, Wendy Werner gets you set up ...

Wendy Werner - March 16, 2011

Beyond Breaking the Ice

You already know how to break the ice. You want to surpass the small talk, to get to know the other person. And if that person is a potential client, you hope a genuine and compelling conversation will cultivate a relationship and perhaps lead ...

Steven Taylor - December 14, 2010
Three clients Lawyer Client Relations

Buried in Business Cards?

You’re just back from lunch, redolent of Chicken Tikka  Masala and sporting fat jacket pockets lined with the business cards from your new client’s colleagues. Or you’re finally emptying your bags from vacation when … surprise … ...

Merrilyn Astin Tarlton - August 11, 2010
Three clients Lawyer Client Relations

Client Development: Ditch the Inertia

Okay. Really. You know you've got to get more aggressive about bringing in new clients. As Mom used to say, "Those bills aren't going to pay themselves!" But where to start?

Merrilyn Astin Tarlton - June 3, 2010