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The more measurable the results, the more success you present. A true business development program, which directly assists attorneys to close more business, should actually add revenue without increasing costs. This is the ROI Gap (Return on Investment).
Articles and Whitepapers
- Preparing for Things That Go Bump in the Night (PDF)
Jul. '11, Marketing the Law Firm - Taglines Revisited: How They Support Business Development, How They Don't (PDF)
Bloomberg Law Reports - Law Firm Online Activity Policy (PDF) by: Michael P. Downey, Esq. of Hinshaw and Culbertson, LLP
- Another Weapon in the Midsize Firm Arsenal
Apr '10, Law 360 - Legal Marketing When Funds Are Tight
Nov '09, The Daily Journal - Outside Sales Experts a Double-Edged Sword for Firms (PDF) or
Oct. '09, Law360 - Subscribers Only - Firms Hesitant to Invest in Business Development (PDF) or
Jul. '09, Law360 - Subscribers Only - Capturing the Current Mood
May '09, Marketing the Law Firm - Facebook's Flipside
Jun '09, The Daily Journal - Use Your Website to Convert Prospects to Clients
- How to Turn Your Firm’s Website into a Lead Generating Machine
- Popping the Question: The Do-or-Die Business Development Moment
Feb '09, Marketing the Law Firm - Fostering Diversity in a Skeptical Marketplace
Jan '09, Diversity Executive - Marketing and Business Development for Senior Associates
Fall '08, The Woman Advocate - Trading Places
- Understanding the Client...Sometimes a Very Sensitive Art
May '08, Law Journal Newsletters - Marketing the Law Firm - Client Retention: A Most Inadequate Concept (Advanced copy of article to run in the September '08 issue of MLF)
- Overcoming Internal Objections
