Lawyers, Don’t You Dare Give Up On 2017!

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Lawyer Marketing, Training in Client Service and Business Development/Sal Leave a Comment

About this time of year, the articles encouraging you to begin thinking about your 2018 marketing and business development plan are plentiful.
Similar to when stores start decorating for the holidays in October, it somehow makes what comes in between October and the beginning of December feel less important, or less relevant. You just want to skip a few months to get …

Lawyers: One Of The Most Important Questions You Can Ask Your Clients

Nancy Myrland All Posts, Business Development/Sales, Training in Client Service and Business Development/Sal 2 Comments

I was just reading an email from WordPress expert Chris Lema about his recent search for a new job. He was discussing what made him choose one employer over another. Something he said stuck with me because it could help you as you begin working with your clients, and as you continue working with current clients. Chris shared:
“Karim’s [Chris’s new …

General Counsel: “Lawyers, Know My Business”

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Training in Client Service and Business Development/Sal Leave a Comment

Even though the rapid-fire GC Panel at last week’s LSSO Raindance Conference was filled with pages full of suggestions (some of the one-liners were priceless), there were a few recurring themes I can’t get out of my head.
We’ll start with just one of those themes today, but I will tackle more in the coming days.
If you look below, you can …

Wait For It…Wait For It…Okay, Now!

Nancy Myrland All Posts, Training in Client Service and Business Development/Sal Leave a Comment

I Have A Question For You
Do you ever get interrupted?
I’ll wait while you answer….
Wow, that was a resounding response from all of you!
I know, me too.
Another Question For You
Do you ever interrupt?
You don’t have to answer that. I’ll fall on the sword for all of us on this one. Yes, even though I try hard not to, I have …

We Must Never Lose Sight Of One Thing. It All Began With A Mouse. #LMA11

Nancy Myrland All Posts, Client Service and Retention, LMA, LMA11 Conference, Training in Client Service and Business Development/Sal 19 Comments

I just returned from a wonderful LMA, or Legal Marketing Association, annual conference, followed by vacation with my husband at Disney World.
I had a fantastic time at both, meeting and seeing new and old friends, learning, laughing, connecting, meeting, celebrating and having fun playing in one of the world’s largest playgrounds.
This was LMA’s 25th annual conference, and it showed. Attendance was …

WE MUST PRACTICE

Nancy Myrland All Posts, Career Development & Education, Networking, Training in Client Service and Business Development/Sal 7 Comments

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Think of something you’re really good at, such as golf, public speaking, court reporting, environmental law, you name it.
Isn’t it a great feeling to know you were born with, or developed, these skills?
Isn’t there sometimes a rush of excitement when you perform those tasks, hit more great shots than bad ones, finish a presentation that seemed to resonate …

THE KEY TO SELLING IS…..

Nancy Myrland All Posts, Business Development/Sales, Marketing Strategy, Training in Client Service and Business Development/Sal 4 Comments



Many cringe when the topic of selling, or sales, comes up.
When told we are in the position of selling every day of our lives, its enough to make tummies turn upside down, but it’s true.
Whether you are an attorney whose livelihood depends, either now or in the future, on having another human being spend money for your services, or you …

The Old-Fashioned Way … They Earn It

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Networking, Social Media, Training in Client Service and Business Development/Sal 12 Comments

Some of you might remember the 1970s Smith Barney commercial starring the famous actor and producer John Houseman. This line, which he delivered at the end of the commercial, will be remembered for generations to come, not only because of his brilliant delivery but also because of the profound message it carried:
“How do they make money? The old-fashioned way…they earn it.”
This line …

WHAT PROBLEMS DO YOU SOLVE?

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Marketing Strategy, Training in Client Service and Business Development/Sal 15 Comments

A while back, while reading David Meerman Scott’s blog post about all of the bad PR pitches he receives, one of his points struck me as very important, and one all of us who communicate, or teach others to communicate, need to remember.
I know this appears to be about PR professionals only, but stick with me as it applies to …

WAIT BEFORE YOU MAKE THAT CALL

Nancy Myrland All Posts, Business Development/Sales, Career Development & Education, Client Service and Retention, Training in Client Service and Business Development/Sal 2 Comments

Someone from a well-known service provider left a voicemail message for me yesterday afternoon, telling me I had signed up for their webinar, and was not able to make it, so he was…
“…calling to follow up to see what your interest was as far as social media……”
To encourage discussion, I posted a comment about this on Twitter, LinkedIn and Facebook, suggesting …