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Our Favorite picks of books and articles
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Time Management for Attorneys: A Lawyer’s Guide to Decreasing Stress, EliminatingInterruptions & Getting Home on Time
Poor time management habits lead to stress, frustration and a constant feeling of being out of control. It is possible for you to take control, gain more freedom and manage your time well…if you have the right tools and strategies at your disposal.
Compiled in this book are all the time-tested techniques we have learned over the years and put into an easy-to-use guide just for attorneys. In it are real-life examples, exercises, and client case studies and a CD containing over 50 practice-specific forms.
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The E-Myth Revisited by Michael Gerber
Gerber walks you through the steps in the life of a business-from entrepreneurial infancy through adolescent growing pains to the mature entrepreneurial perspective: the guiding light of all businesses that succeed-and shows how to apply the lessons of franchising to any business, whether or not it is a franchise. Most importantly, Gerber draws the vital, often overlooked distinction between working on your business and working in your business.
Order The Book Here
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The 7 Habits of Highly Motivated People by Stephen R. Covey
The Seven Habits of Highly Effective People by Stephen R. Covey is still on the bestseller lists having sold some fifteen million copies. Covey says that we all have our own paradigm, which is our own map of how we perceive the world and how we think the world should be in our ideal view. Covey writes, "The way we see things is the source of the way we think and the way we act."
Order The Book Here
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Marketing Professional Services
Patrick Forsyth is a marketing consultant and trainer with some 20 years experience. He runs Touchstone Training and Consultancy, which specializes in marketing, sales and communication skills. His book contains clear and practical guidance on the specific approaches that are most effective for gaining a competitive edge in the professional services sector.
Order The Book Here
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The Atticus eConnections is a monthly e-newsletter that contains tips on practice management, marketing or technology as well as other resources. Sign up today to receive the newsletter.
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Articles
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What the Fund is doing to Drive Traffic to the REC sites
Click Here to read about what the Fund is doing to help drive traffic to your website.
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Social Arbitrage: What does it have to do with marketing?
Think of Marketing as a game. A game in which the open flow of information - the constant exchange of ideas and exchange small gestures with those in your social network - add up to business success. Read More
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Making the most of your marketing during the holidays
In balmy south Florida, a determined real estate attorney with a good sense of humor donned a Santa suit and drove from office to office on Christmas Eve to deliver baskets brimming with cookies. Greeted by those he visited with raised eyebrows and peals of laughter, he made quite an impression. Read More
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Marketing with Authenticity
In client development seminars and workshops I am often asked whether the most successful rainmakers are effective because of their personality and natural ability- or wether something else is at play. Read More
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The Art of Asking for Referrals
Two years ago, Boston personal injury lawyer Russell Rosenthal adopted the practice of asking clients for referrals. It was a simple but powerful marketing tool that caused his client referrals to jump dramatically. Read More
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Put Rainmaking habits to work for you
See if you recognize your own marketing approach in the following description: When business is good, you're scrambling to keep up with your caseload and not marketing at all. It is overwhelming enough to find yourself in a position that requires you to be a shoulder to cry on, a skilled mediator, a trial attorney, and firefighter simultaneously. Read More
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Never stop marketing
"Never stop marketing!" Those were my words to Marsha (not her real name), a Florida family law attorney whom I was coaching. Her question was, "When can I let up on the marketing?" Read More
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| From Mistmaker to Rainmaker
Some people don't need a personal trainer to get in shape or a counselor from Weight Watchers to help them shed those extra pounds - and some lawyers don't nead a coach to tone their rainmaking skills. Read More
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Think and act like a Marketer
Years ago, while having lunch with a friend, I spotted a potential referral source I wanted to meet, dining at another table. He'd been profiled in a local magazine recently and I had long wanted to make his acquaintance. I gestured for the waitress and said, "Can you find out what he's drinking?" indicating that I wanted to send over a drink. Read More
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Build Your Practice by Nurturing Your Clients & Referral Sources
If you look around you, you’ll notice a network of people already in place who are referral sources. These individuals offer a wealth of opportunities for increasing business. Read More
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Grand Slam Marketing! Can a Coach Make You A Better Rainmaker
Self-improvement is no easy task. As any psychologist will tell you, behavior modification in the higher species normally involves positive reinforcement, or negative reinforcement, or negative reinforcement in the form of a few memorable jolts of electricity. Maybe our New Year’s resolutions would have more staying power if we carried 12-volt batteries around with us, and gave ourselves a healthy shock each time we strayed from the path. Read More
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Acknowledging Referral Sources
If you received a check for a considerable amount of money from an acquaintance who expected absolutely nothing in return, would you go out of your way to express your gratitude and acknowledge the sender’s thoughtfulness and generosity? Of course you would. Then why do we so rarely extend this same courtesy to our businesses contacts who have referred potential clients? This is particularly puzzling considering that, as a rule, a quick and personal acknowledgement of a contact’s thoughtfulness can and often does lead to additional referrals from that source.
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Marketing Ideas to Make the Most of the Holiday Season
With the holidays upon us, it is a perfect opportunity to build greater rapport with those you know and begin relationships with others. Remember that strong referrals come from people with whom you have built a relationship of mutual rapport, trust and confidence. Take some time this season to acknowledge clients, referral sources and peers.
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Coaches’ Corner On Cross-Selling An Existing Client Base
Q:
I am a real property attorney. Although I focus mainly on residential real estate work, I also do some estate planning. I would like to expand my estate planning practice because I think there is potential for growth in that area. Any ideas?
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Marketing Yourself to Attract Profitable Clients
Q:
I have been a sole practitioner for four years. Recently, the amount of work available through my clients doesn’t cover my monthly overhead. I have a couple of referral sources who send me small matters, but I think I should have more. How do I start marketing myself more effectively? Read More
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Let It Rain
Lawyers succeeded in the past by being good lawyers – good technicians. Today, being a good lawyer isn’t enough. Lawyers must also become good marketers. Marketing – or “practice development,”– requires you to shift your orientation from the internal perspective of the firm to the external perspective of the client. Read More
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The Atticus eConnections is a monthly e-newsletter that contains tips on practice management, marketing or technology as well as other resources. Sign up today to receive the newsletter.
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