I talked a bit about sales in my last post on what it takes to create a successful law firm. Making sales is a necessary component to running a law firm. Without closing the deal and taking on new clients, you quickly deplete your law firm of cash. And without cash, you won’t be in business very long.

Why do lawyers (and most small business owners, in general) hate sales so much? From talking with numerous clients - and in my own experience - a lot of it comes down to perceptions of what “sales” is and a fear of rejection. (Read the article)

Rainmaking, Psychology, Marketing

I’m often asked by lawyers looking to start their own practice, or those who have just gone out on their own, what it takes to establish a successful law firm. In law - just like any small business - there are three areas you must master if you want a successful law firm. These are:

Develop a Niche
Today’s general practice attorneys are barely scraping by. That is because today’s clients demand specialists. They don’t want a lawyer that has done a couple of cases in every practice area out there. They want someone who handles their specific problem. They want someone who has handled cases for clients just like them and have proven over and over that they can get the job done.
(Read the article)

Client Service, Rainmaking, Marketing Plan, Marketing