Special from the November/December 2009 issue of Law Practice magazine.

As a founding partner of a Denver firm, one rainmaker recalls her engagement in networking opportunities as the key to a successful career.

Relationship building comes from gaining clients' trust. Read this first-hand account about how problem solving and establishing trust brings clients in and keeps them coming back.

Lawyers and the people hiring them can’t help but confront the many attorney rankings and reviews out there. These lists are undoubtedly tough to resist: they all appear objective and scientific. So, how do you compare and contrast the lawyer rankers?

Excerpts of this interview with an ABA Law Firm Marketing Strategies Conference keynote speaker were featured in the September/October issue of Law Practice magazine. Now, read what you didn't see in print.

Your firm may be small, but that doesn't mean your marketing has to be.

Client referrals are an essential part of a thriving firm, and there are a few key steps to ensure that you continue to receive them.

Legal professionals are being asked to increase marketing efforts while their resources continue to shrink. Consider combining resources with others to get more mileage from your marketing dollars.

Create and demonstrate the value of marketing and public relations programs when they are needed the most.

The economic crisis that has gripped the nation has taken a toll on many of lawyers and law firms. The trickle-down effect has hit firms’ management teams and limited the ability to grow and nurture practices. What better time than now to differentiate your practice?

If you already market your practice – and you should – here is a great way to gain an edge over your competitors.

They are sometimes too big, perhaps they awkwardly get in your way at an event when you're trying to hold your hors d'oeuvres, but the nametag is truly your best friend when it comes to networking.

They are sometimes too big, perhaps they awkwardly get in your way at an event when you're trying to hold your hors d'oeuvres, but the nametag is truly your best friend when it comes to networking.

Dynamic, business-savvy, and creative, this rainmaker shares tips of her successful and not so successful lessons from her career.

Personal style and professionalism are a couple of attributes that helps this rainmaker shine.

This San Francisco Rainmaker explains that passion and diligence are two of the keys to success.

The use of logos of legal networks and rating services can lend credibility to a Web site, but this month's Marketing Brief explains that there is a fine line to walk between credibility and clutter.

Marketing happens all the time. Are you making the most out of your opportunities?

Merely having a static Web site is no longer enough to attract potential clients, but a blog may provide the perfect complement to your online marketing efforts.

Name branding is an often overlooked key to the successful marketing of a law firm. Learning how to master this skill just might bring you the landslide of clients you've been waiting for.

The road of going solo contains many twists and turns, and Mark Robertson shares some advice to help you stay ahead of the curve.

Learn some of the secrets of this rainmaker as she discusses marketing, networking, and bringing in new clients.

When you refer a client to someone else, the outcome of that referral reflects on you just as much as your willingness to help – choose wisely!

Not everyone has an outgoing personality that attracts clients. Learn some strategies for generating new business even without the charisma of P.T. Barnum.

Like all other areas of the economy, charitable donations are suffering in a down economy. This is a case for giving in a creative ways no matter your size or budget.

Venerable Martindale-Hubbell has entered the online legal social networking fray with Martindale-Hubbell Connected®. When an organization with that kind of institutional status embraces such progressive strategy, it’s time to join in.

Unlike illusions by magicians, which are created to confuse, perplex and mislead an audience, this article refers to illusions as ways to provide clients confidence in a small and solo law practitioners’ abilities.

In today's economy, your performance in your summer internship is more important than ever. If you want a full time position, read this timely article for critical tips about how to land a coveted job.

Marketing is something that every lawyer needs to do from the day they start practicing. Here are some ideas of ways to get started that will work for you no matter how far along you are in your career.

So you want to tout yourself online? Before you dive into the arena of blogging and online publishing, learn a few of the simple (yet frequently overlooked) fundamentals from an industry veteran.

The upcoming ABA Law Firm Marketing Strategies Conference in November 2009 (in Philadelphia) will include a “10 x 10” program which will devote 10 minutes each to 10 ideas. This article, like that program, helps emphasize that marketing happens all of the time, no matter what you call it.

Many lawyers avoid marketing, because they believe they are either not good at it or they don’t have time for it. Often they simply lack some of the tools necessary to network effectively and turn those opportunities into client relationships. Here are some practical ways that any lawyer can feel more comfortable meeting potential clients.

Client development and marketing for solo practitioners is just as important as for those in the big law firms that have marketing administrators and a support staff that does it all. The book, Flying Solo: A Survival Guide for the Solo and Small Firm Lawyer, 4th Edition, has eight chapters on how solo and small firm attorneys can market without big staffs or big budgets. David Freedman offers us some insight in his contribution to Flying Solo.

Networking at charitable organization or bar association events can be very valuable, but the time requirement can prove costly. Here are some ways you can get the most from these gatherings without overspending your time.

The InnoVaction awards are presented by the members of the College of Law Practice Management. The following is a story of innovation that may motivate you to pursue this award.

Everyone starts the New Year with good intentions, but we often fail to follow through. Here are some straightforward recommendations about how to plan your time effectively and use it wisely to accomplish your goals.

Here are 11 questions to ask when evaluating the business development value of membership in a trade, community or professional group.

With cutbacks affecting your marketing staff, and morale delicate, boost your team's enthusiasm and productivity by fostering a positive work environment.

If the complexities of licensing and different legal systems make working overseas seem like an impossibility - think again. A group of American attorneys practicing in Europe and Asia give their take on finding a job internationally, and the pros and cons of an expatriate life.

If the complexities of licensing and different legal systems make working overseas seem like an impossibility - think again. A group of American attorneys practicing in Europe and Asia give their take on finding a job internationally, and the pros and cons of an expatriate life.

While the US Postal service may seem like a dinosaur, there are reasons and ways to best use this service to get your message to potential clients.

In this moderated panel discussion, experienced legal marketers talk about the thirty years of the profession – it’s successes and problems, and what it takes to make it in this challenging field.

Most lawyers struggle with their individual business development because they don’t reach enough people, or they don't contact those people they know frequently enough.

Maximize your firms marketing potential. Legal networks and search engine marketing can help your firm get new clients.

As the legal marketplace becomes increasingly competitive, how can your firm stay ahead of the curve? Janet Ellen Raasch shares Zeughauser Group’s tips for successful marketing.

It’s easy to drive a prospective client away. Learn how attorneys fail to impress so you can avoid making these mistakes.

How do you graciously decline solicitations for local charities, including those made by clients and referral sources, which unexpectedly contact your firm for support?

A marketing program focused on lateral partners is strategic, manageable, and measurable. John Hellerman shares effective strategies for integrating lateral partners into your firm.

In May’s Monthly Marketing Brief, Bob Weiss examines the root of frustration in the relationship between lawyers and law firm marketers.

Media relations provide a cost effective and credible source of publicity for law firms, but they also require more work. Here are some tips to maximize your firm’s media relations.

Public relations can boost your firm’s credibility and profits. Avoid the pitfalls that prevent PR success.

Your logo may be more important than you think. Bob Weiss explains how your company’s brand can make you stand out.

How do attorneys connect with their audience without losing themselves in legal-speak? The art of story telling can help lawyers communicate in a way that is captivating and easily understood.

The most difficult part about marketing is not creating a strategy, but rather putting strategy into action. Anne Parys explains how creating an action plan can help you stay on track and cultivate prospects.

How do you maximize the marketing value of an article or guide? Bob Weiss shares the practice of using a campaign to make the most of a written work.

The internet is connecting people more than ever. Christy Burke discusses how you can use the internet to network with past, current, and future friends, colleagues and clients.

So many law firm web sites squander critical opportunities to connect with potential new clients by using generic, lengthy, and difficult to read descriptives. In this article Paul Kuttner explains how to capture potential clients’ attentions with your practice description.

Don’t let your age be a detriment to your business. Bob Weiss reveals the pitfalls lawyers over 50 years old can avoid to keep up with younger competition.

Can email marketing help you grow your business? If done well, it can increase awareness, referrals and revenue. Ned Steele reveals how email marketing can work for you.

When is it the right time to notify the media about good news for your practice? It may not be as often as you think. Bob Weiss explains the importance of selective media relations.

Whether you work for a large firm or a solo practice, the holiday season can be a great way to find new business and show your clients appreciation.  Anne Parys shares the secrets of successful holiday networking.

Erase the misconceptions that effective marketing requires interest and skill in the field and small practices cannot compete with bigger firms' marketing efforts. By using your professional knowledge, expertise and personal values, your firm can build its own Expertise Marketing plan.

Find the right number of marketing staff for your firm. Your answer will vary depending on the type of law you practice and what your staff is/will be doing.

One of the biggest mistakes you can make as a business is neglecting to define a clear strategy. This guide sets forth goals and communicates to stakeholders where you are headed and how you plan to achieve results. From selecting a strategy to developing a unique marketing plan, the future success of your firm starts here.

Business development is obviously a necessary expense, but often, firms are lacking the standards for reimbursement of these expenses. Consider these suggestions to get a policy set in place.

Publicity is a powerful tool for promoting your firm and maintaining a desirable reputation. Good press (and bad press) could have a lasting affect on how the public views you and your firm. Be sure you know the best ways to work with the press by using these tips and suggestions.

Make certain your firm is spending its limited marketing dollars wisely. Follow these recommendations for the membership renewal procedure and standards to be established.

Improve your business development skills and meet your financial goals for 2007. From writing down your goals to depositing the checks, there are many steps to consider before reaping the benefits of your hard work. Take these suggestions and guarantee financial success for your year ahead.

When finalizing your strategic marketing plan, there are some basic things to consider, such as budget, size of firm, audience and environment. Right from the start, awareness of your firm's requirements and guidelines, in addition to some additional variances, will prove vital to ultimate success. Use these basic budgeting guidelines for your future marketing endeavors.

Establish the face of your new practice right from the start. Before others create an inaccurate perception of you, proactively communicate your identity with the proper resources. This is a direct investment in the future of your business, so start now by following these tips for success.

Build your practice with a marketing plan focused on client development and retention. In this article, you will learn the key successes and marketing tools to formulate this plan, in addition to an accounts receivable criteria - all bringing you closer to future success in your firm.

All great lawyers aren't necessarily well-respected lawyers. With such a strong negative stereotype associated with the law profession, reputation management is essential for continued success. Follow these recommendations to attract new business and improve your professional life.

This article offers 10 tips for boosting your personal relationship with online visitors and transforming that connection into a successful business relationship.

The Web has changed how we look up information. With a few taps on the keys and a click of the mouse, it is easier than ever to find a phone number and address. As a result, the value of advertising in a membership directory has changed. And according to Bob Weiss, so should your opinion.

For many individuals, spreading holiday cheer is sometimes a chore. Deciding who should receive what is a question that comes up nearly every year. Read more on how you can turn this annual ritual into a meaningful opportunity to connect with clients.

It is a simple fact of business that marketing costs money. However, spending money on marketing is one thing. Spending the money wisely is another. In her Marketing column in the December issue of Law Practice magazine, Sally J. Schmidt explains how to develop a budget for an effective and cost-effective marketing effort. She offers statistics that will help determine the costs of a marketing program, as well as a detailed list of categories that should be covered in a marketing budget. In the following excerpt, Sally Schmidt discusses how to build an ideal budget, along with five rules for investing marketing dollars wisely.

A Who's Who guide used to represent a comprehensive resource of noteworthy individuals. Today that is rarely the case. Read why Bob Weiss thinks your marketing dollars are better spent elsewhere.

Marketing is more than just a brochure, a press release or an advertisement. It takes time and it takes effort. Read more to learn how to make your marketing plan produce real results.

Let’s face it. Marketing your practice is really too complex for an immediate return on your investment. It’s no longer about just getting the information about your firm to the right person. The decision-making process is different today. It takes time to see results.

Referrals from your network don't just happen. It takes time, energy and resourcefulness. Learn what you can do to make your circle come alive.

Read this exclusive preview from Law Practice magazine and learn why you didn't win the business and what clients won't tell you.

If you want to see a return on your marketing efforts, make sure your strategy focuses on a dialogue rather than propaganda.

How many new clients did you acquire last year? A lot? A few? It may be time to boost your marketing acumen. Take this quiz to gauge your behavior and determine if it is time to make that extra effort.

Knowledge is everything is you know what to ask and when. Make sure a post-matter client survey is part of your client service and management program.

Is your firm really marketing? If you think marketing is nothing more than seminars, communications materials, a clever tagline and a Web site, you're only part way there. Altman Weil principal Charles A. Maddock has developed a 15-question test to asses the state of your firm's marketing program.

A business based on referrals often mirrors your current client base. To expand your practice and your fee structure you may find real value in creating or updating your marketing plan.

If marketing is an ad hoc part of your firm, the results of your efforts will reflect it. Learn how to change your firm’s approach to marketing and grow more business.

A great addition to your marketing strategy, speaking engagements offer a credible third-party endorsement of you as an expert in your field.

When is the best time to market your services? You might think the answer is when they are needed. Yet making sure you are front of prospective clients at the right moment doesn’t require luck. It requires something else.

What do you do when a lawyer or firm to whom you have sent referrals fails to reciprocate? If this scenario sounds familiar, read more how on to make the most of potential sources of referrals.

What does good client service have to do with marketing? Everything if you rely on referrals and word of mouth for business development.

For the past two decades, seminars and presentations ranked at the top of the list of effective business development tactics. This year a different tactic knocked it from the top spot.

If you treat your clients more like a one-night stand than a mutually supportive relationship then you may be leaving valuable business on the table.

Justify your attendance at ABA TECHSHOW or the next professional conference with these tips from Bob Weiss.

Is your blog a part of your marketing strategy or just an outlet for your thoughts? If it's the latter may be more costly than you think.

Learn the four simple questions that will help you increase referrals and obtain more legal work.

Most professionals believe they do not use stereotypes in their daily communications. Yet, experiences created from the moment we are born often establish the norms of behavior.

Think about the last movie you saw or the last time you ate at a new restaurant. How about the most recent books you've read? What influenced your decision to try something new? Most likely it was through word of mouth. If you want to grow your business it's time to make this a part of your marketing mix.

Want to fuel your business's growth? Make networking work for you with these helpful suggestions.

Want to make the most of your time in the office? Incorporate marketing into your regular client contacts. In this narrative, an associate shares her personal best practices-the what, the when, and the why not of tactical legal marketing and client relationship management.

Thinking about placing an ad in a trade directory or magazine? Bob Weiss suggests ways to investigate the sales reps' claims before possibly making a costly mistake.

Want to out wit, out play and out last your larger competitors? Cheryl Leitschuh offers five ways to accomplish this goal.

Referral networks work well when they are refreshed and up-to-date. When was the last time you checked in with your referral sources?

To effectively get your message to the media you need to develop a solid relationship with your media relations consultant. Learn more on how to leverage this partnership to produce true results.

What do your ongoing communications, your bills, say about your firm? Are you sending the right message each time you send a bill?

Years ago, the best way to obtain new clients was to advertise, speak, contribute articles, market. Today there is too much clutter; too many messages. Learn how you can get through to your target audience through simple actions.

Everyone remembers to thank clients at the holidays, usually in the form of a card or gift. Set yourself apart and consider ways to thank your clients throughout the year – and in unique and meaningful ways.

If you always do what you've always done, you'll always get what you've always gotten. So when looking at revamped or new marketing efforts, find approaches others have not tried.

Making common mistakes on your proposal may be the easiest way to lose a sale. Michael McLaughlin, author of Guerrilla Marketing for Consultants, identifies nine sure-fire ways to botch your chances of winning work and how to avoid them in the future.

Is your Web site designed to capture the interest of today's sophisticated clients? Has your Web site been updated in the last 30, 60 or 90 days? Michael McLaughlin identifies the 10 characteristics of a killer Web site. Read more

Most lawyers do not secretly wish to be salespeople. Yet, business development is a key part of private practice. Brush up on these tools and techniques and increase your chances of succeeding in your chosen profession.

Meet Anna M. Maiuri, an environmental lawyer with Miller, Canfield, Paddock and Stone, PLC. Her favorite Rainmaking Tip: "Know your target. Get educated not only with respect to the prospect's business, but also with the prospect's personality."

What message does your reception area send to your clients and prospects? Does it fit into your overall marketing strategy? Bob Weiss makes a case for investing in your reception area as a key component of your firm's marketing plan.

Developing new business is always a challenge. Bob Weiss advises that a simple gesture may make the difference between a forgotten exchange and the beginning of a successful relationship.

When blogging began, it was primarily used by net-savvy individuals who were “not yet ready for primetime.” Today, many blogs are as mainstream and credible as the printed word. Dennis Kennedy addresses some of the issues that make or break a new legal blog.

Meet Kathleen Wu, a Partner at Andrews Kurth, LLP. Ms. Wu shares how she maximizes her rainmaking at client retreats.

Ned Steele provides a lively and compelling introduction to a method that ANY attorney can employ to garner media attention.

For this business lawyer, scuba diving doesn't offer just great adventure, it offers insights into building a lucrative private practice while maintaining a balanced life. Learn how he complemented his law practice with a peer group franchise which allowed him to dip his toes into some of the most refreshing water of all — a recurring revenue stream.

Meet Patricia Glaser, Esq., a trial lawyer in the Business Litigation group at Christensen, Miller, Fink, Jacobs, Glaser, Weil & Shapiro, LLP.

Bob Weiss outlines what you should do after you are quoted or place an article.

Meet Ms. Stephanie A. Scharf. In addition to a thriving litigation practice, Ms. Scharf is currently President of the National Association of Women Lawyers (“NAWL”), an ABA-affiliated voluntary national organization of women lawyers from all practice areas.

Marketplace nearsightedness is often the cause of professional service firms' declining revenues. Suzanne Lowe discusses how to master your marketplace and reverse this trend.

Discussing who will be attending your firm's holiday party will allow your firm to develop a larger understanding of what other services you can provide your current clients, prospects, and referrals.

Jane Leslie Dalton, Esq. is a partner at Duane Morris in Philadelphia, PA, where she chairs the Employment Litigation Section.

When a conversation turns its attention to blogs do you suddenly get quiet and just nod and smile? Tom Mighell brings you up to date with a glimpse into the world of weblogs or blogs and what they have to offer.

If 80 percent of new business comes from existing clients, are you making the most effective use of your limited time? Ellen Freedman identifies strategies that will help you maximize your relationships with existing clients.

If consumers can find what they need to know on the Internet, will they still need lawyers? The answer, of course, is yes, but in what capacity? Read more about how firms are changing to meet the evolving needs of their clients.

Most companies spend so much time chasing silt that they never get to the gold. Kim DeMotte turns the traditional sales paradigm on its head with a system based on disqualifying, not qualifying, prospects up front.

Much of marketing strategy involves connectivity. Alan Olson illustrates how using matrices may enhance your firm's marketing practices.

If your yellow page advertisement looks identical to the other 350 firms listed in the directory then it's time to make a change and stand out from the crowd.

Is anything to be gained by analysis of a law firm's client base? If so, how should a firm use the results of this type of analysis? Before spending your marketing dollars, study your clientele.

Sometimes the smallest effort pays back the biggest rewards. Bob Weiss makes the case for maximizing your marketing dollars the next time a charitable or bar function is in your area.

Amy W. Shulman is one of the top rainmakers in the U.S.. A role model for other women, she is also a dedicated mentor and developer of people with a strong commitment to helping women advance in the legal profession.

When was the last time you were put on hold? How long did it take before you became frustrated and hung up? Is that how your prospects feel when they call your firm? Bob Weiss shares some ideas on how to avoid this situation.

Meet Kay Tatum, partner and chair of the Business & Finance Practice at Wiley Rein & Fielding LLP.

Jeff Beard explains how spam filters work and some alternative methods of publication to expand the readership of your e-mail newsletter.

Five tips to follow and five traps not to fall into.

It is possible to build a business free of problem clients. Dustin Cole shares his four steps to building better client relations that will translate into better cash flow for your firm.

Summarizing to a prospective client the benefits of using your company is crucial in the sales process for your product or service. Phyllis Weiss Haserot explains how engaging the prospective client in this conversation can be a win-win situation for both.

Meet Judy Perry Martinez, in-house counsel at Northrop Grumman Corporation.

Most jurors visit firm Web sites during trial to learn more about you and your firm. Is your Web site set up to give your firm the best impression?

Yellow Pages ads, television spots, and other marketing tactics are expensive and not always that effective. Personal referrals have a greater success for qualified business. Dustin gives nine tips to building a good referral network.

Just like a game day baseball program, a staff guide is very helpful for new hires to put names to faces, and understand who does what.

The 2004 IMA Awards were released earlier this month. See how your firm's Web site stacks up against some of the best online today.

Donna is a shareholder at Baker, Donelson, Bearman, Caldwell & Berkowitz and shares her favorite rainmaking tips and advice for young women lawyers.

Twenty tips from making marketing a contact sport to creating a financial budget that can be measured for success.

Do you know how your firm's sports tickets are really being used? Have you shown up to a game and not known who you are sitting next to because they had been passed on three times? Bob shares some tips to make sure you are getting the best ROI on your season tickets.

Meet Marty Africa, one of the inspirational women who founded LPM's Women Rainmakers.

Our new column will introduce a new Woman Rainmaker to you each month.

Should you buy an ad in the special section of the paper about the award your firm just won?

Do you have "minders" at your firm? Debra Moss Curtis discusses how to leverage their valuable roles, to include crucial marketing.

With the economy picking up, it is time to think about how you are going to take advantage of it. Being prepared will prove to be your best offense this year, ultimately gaining more revenue for your firm.

See how one U.K. law firm has taken its marketing to the next level with its print magazine OUT-LAW.

Don't get your press releases deleted by the newspapers you e-mail them to. Bob Weiss gives tips on how to ensure your media will be printed.

There is a difference between marketing and business development. Darryl Cross explains how BD can be incorporated into your firm's culture to bring in more opportunities.

You get asked the question all the time. Now make sure you have the right answer to give you future opportunities.

Would you like to be more successful in your media relations this year? Resolve to follow our suggestions and you are likely to see more favorable media results.

Golf not for you? Here are some alternatives to entertaining clients that might work for you.

Our continued discussion from our top legal marketers and their insight on what is new in legal marketing. This month we focus on Client Services.

Dennis Kennedy's survival-of-the-fittest list of links related to branding your practice.

With growing dissatisfaction from clients towards their legal representation, here are five strategies for law firms to become better aligned with their key clients.

An all-star lineup of legal marketers including Bill Field, CEO of RealLegal, LLC, Laura Owen, Director of Legal Affairs at Cisco Systems, Norm Rubenstein, Partner, Zeughauser Group, and more discuss what is really working in law firm marketing.

You don't have to be a big named company to be a brand name. Find your niche market and with some smart practices your firm can become a brand name too.

Advertising is not about selling the skill of your firm, but about promoting the qualities that differentiate your firm from so many others. Terry Isner gives his 8 tips to a successful legal advertising campaign.

Most young lawyers have been told by a gray-haired mentor to "join something" to start their business development efforts. Ever wonder if you've joined the right group or club? Here are five basic tenets that underlie successful "joining."

There is clear evidence that law firm Web sites are an effective marketing tool. So how does your site stack up?

Bob Weiss's new column on quick marketing tips.

Dennis Kennedy's survival-of-the-fittest list of links related to legal marketing resources.

A short poem to help you relate to your clients and their needs.

Do you recognize any of these mistakes in your law firm? Larry Bodine shares his top ten mistakes law firms make when marketing their firm.

We all know time is already short to get all of our work done during the day, let alone work on marketing efforts. Here are 12 tips to get you started.

There are many ways for law firms to market themselves online. The trick is finding the right approach. I prescribe only methods that I've tried so I know that they work.

MBO, MBA, TQM. These abbreviations are for terms that are supposed to help you manage your firm better. Client Relationship Management (CRM) is a different approach in the world of new business development. Learn what sets CRM apart from the rest of the abbreviation pack.