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Marketing

100+ Pointers for Business Development  (Table of Contents)
Sharon Meit Abrahams, EdD
Transforming yourself into a business developer; developing your brand through internal networking; building an excellent external reputation; taking the work out of networking; getting the most out of in-person events; fitting business development into your busy life; appreciating where clients come from; asking for referrals; use education as a client incentive; communicating with your clients; expanding the client relationship; responding to an RFP and pitching to a client.

The ABA Guide to Legal Marketing (1995) (Table of Contents)
Gary A. Munneke and Susan Raridon (Editors)
Fourteen hard-hitting articles—written by marketing experts, practicing attorneys, and law firm marketing administrators—share innovative methods for competing in an aggressive marketplace. You’ll learn how to: prepare successful responses to RFPs, deal effectively with the press, budget and evaluate your marketing efforts, structure lawer-nonlawyer affiliations. Includes a sample request for proposals, an individual lawyer marketing plan, client surveys, and more!

The Big Talk (2008) (Table of Contents) 
Debra Fine
We all know what it’s like to put off an important conversation at work—whether asking for a raise or promotion, or telling an employee there’s a problem with his or her performance. Now Debra Fine, conversation and communication guru, shows us how to come out on top of those dreaded office chats—and how to achieve what we want in each situation. 

Blog Marketing (2006) (Table of Contents) 
Jeremy Wright
Today, tens of millions of bloggers are communicating on the Internet about companies, products, trends, and much more. Don’t miss out on the conversation! Blog Marketing explains how blogs are amazingly cost-effective tools for making business decisions based on actual customer feedback and market intelligence. So get on the blog wagon!
Click HERE to read a review by Peter Mullison in The Colorado Lawyer.

Business Development for Lawyers (2006) (Table of Contents) 
Sally J. Schmidt
Whether you’re launching a practice or trying to expand your book of business, Sally Schmidt shows you how to select strategies that will help you thrive and avoid those that are ineffective. From developing a reputation to developing relationships, you’ll find practical tips on: positioning yourself and creating a perception of expertise through your marketing activities; networking, following up with contacts, and getting results from participating in organizations and social events; building closer and more rewarding relationships with clients and referral sources; handling difficult client situations; preparing pitches and proposals; closing the deal with prospective clients and expanding your business with existing clients; and developing an effective personal marketing plan.
You’ll learn how marketing and business development differ, how they complement each other, and how they can help you take control of your own destiny. This complete guide from a leading law firm marketer and consultant will help you create your own sources of work,, derive more satisfaction from your practice, and achieve your professional goals.

Disaster Preparedness & Recovery Planning for Law Firms (2007) (Table of Contents) 
Edward Poll
It isn’t a question of if your firm will face a disaster but when it will happen. How will you and your people respond? Disaster planning is one of the most specialized, most overlooked, and most vital business planning endeavors. The goal is to develop a recovery strategy to get your firm up and running again and thus ensure its survival. This volume gives you the critical steps, including: the essentials of a comprehensive recovery plan; how to create a team to plan the firm’s response; where legal ethics and disaster planning intersect; and must-dos to safeguard and support your people.

Do-it-Yourself Public Relations (1995) (Table of Contents)
David E. Gumpert
Some lawyers have used their own wits and energies to establish do-it-yourself PR programs for their firms. Now, you can do the same. David Gumpert, an experienced public relations expert who has worked with numerous lawyers, lays it all out for you in this book: Do-it-Yourself Public Relations: A Success Guide for Lawyers. He tells you the secrets of good media relations, insider tricks of the trade, and practical suggestions for implementing a workable public relations program in your office.

Emerging Companies Guide (2005) (Table of Contents)
Robert L. Brown and Alan S. Gutterman (Editors)
This book attempts to bring together current thoughts on how to establish, organize, develop and eventually sell an emerging company. Over 15 chapters, we have tried to address basic organizational issues, tax and non-tax planning issues, employment issues, as well as how to grow the business through distribution, licensing and sales. We have also included chapters on protecting your intellectual property rights and how to handle media and public relations.

The Essential Guide to the Best (and Worst) Legal Sites on the Web (2004) (Table of Contents)
Robert J. Ambrogi Esq.
This comprehensive resource helps lawyers and non-lawyers know which legal web sites are worth their time, which aren't, and why. Organized into more than 30 specific areas of legal expertise, it includes information about web sites on administrative law, bankruptcy, consumer protection, estate planning, immigration, intellectual property, Internet law, job listings, legal news, public records, and real estate. Each site is reviewed and assigned a rating of up to five stars, creating an invaluable research tool for lawyers, law librarians, paralegals, and anyone interested in legal resources on the web.
Click HERE to read a review by Reba Nance in The Colorado Lawyer. 

Free the Market! (2009) (Table of Contents)
Gary l. Reback
Starting about thirty years ago, conservatives forced an overhaul of competition policy that has loosened business rules for everything from selling products to buying competitors.
Gary Reback thinks the changes have gone too far. Today’s competition policies, he argues, were made for the old manufacturing economy of the 1970s. But in a high-tech world, these policies actually slow innovation, hurt consumers, and entrench big companies at the expense of entrepreneurs. Free the Market! is both a memoir of Reback’s titanic legal battles—involving top companies such as Apple, Microsoft, IBM, Oracle, and AT&T—and a persuasive argument for measured government intervention in the free market to foster competition. Among the fascinating questions he considers: Can a company ever compete too hard for the public good? Should policy makers worry more about promoting competition or improving efficiency? Does it help consumers when a manufacturer sets the prices its retailers charge? Should the government do more to stop controversial mergers? At what point does intellectual property protection hurt innovation?

How Good Attorneys Become Great Rainmakers (2009) (Table of Contents)
Mark Powers and Shawn McNalis
How Good Attorneys Become GREAT Rainmakers provides you with an easy, practical guide that helps you achieve these goals. In this book, you'll find 21 Marketing Assets and 5 Marketing Habits that attorneys acquire on their way to becoming successful Rainmakers.
Learn how to: Use public relations to spread the word about your practice; Set up engaging web sites and blogs that successfully market you and your practice; Participate in social networking; Learn to speak powerfully about yourself; Ask for referral sources in a professional and ethical manner; and much more! This book will help you develop the marketing habits necessary to become a truly GREAT Rainmaker.

How to Capture and Keep Clients (2005) (Table of Contents)
Jennifer J. Rose (Editor)
Ever try to run a law firm without clients? Your first job as a lawyer is to capture and keep your clients.
In this in-depth book, the best and most innovative solo and small firm lawyers give you their secrets, approaches, and strategies to that age-old puzzle of growing your law firm.
Through this wealth of savvy advice, you’ll learn how to: ask for business, attract and keep clients, network, partner with other lawyers, build a virtual law firm, market a specialty or boutique practice, use technology in client development, and brand your law firm just like the big firms do.
This step-by-step, how-to guide is so easy to use—you don’t even have to read the chapters in consecutive order to get the full benefit. Read the chapters that are most important to you right now, and implement those techniques. What is not-so-important today, may have greater meaning in a few months. You owe it to yourself to read this book!

How to Get & Keep Good Clients (2008) (Table of Contents)
Jay G. Foonberg
Best-selling author and acknowledged marketing ace Jay Foonberg gives time-proven tips and systems that you can use for long-range and immediate marketing success. This book is not theoretical. Foonberg encourages you to try different marketing approaches in order to develop your own winning personal style. This is practical information you can put to use right away. You'll find hundreds of useful suggestions intended to grow your practice, and improve the way you do business day to day. The end result is a more client-focused, efficient, and profitable practice with everything pointed in the right direction. Included: "Foonberg's Favorite 51 Rules of Good Client Relations for the Busy Lawyer;" "How Turning Down my First Case Led to 19 Cases;" "How to Handle People Who Hate Lawyers or the Legal System;" "Fee Allocation Formulas to Encourage Marketing;" Numerous sample letters, homespun advice, and personal experiences, written in Foonberg's straightforward, no-nonsense style; And much, much more! Put Jay Foonberg's over thirty years of personal experience in the continuing education field to work for you. You'll find his advice practical and understandable as he presents even the most complex theories in a simple easy-to-learn and easy-to apply fashion. Jay believes any person can have a successful career, and have a life with high income and free of non-meritorious complaints if that person is willing to learn and willing to make the simples changes he suggests.

How to Market Effectively to In-House Council—with CD (2001) (Table of Contents)
American Bar Association Section of Litigation
Course Materials and CD of ABA-CLE course. Presenters include: James Carter, Larry Kohn, Edwina Divins, Sara D. Lipscomb, Robert Johnson, and Mohan Phansalkar.

Inside Outside (2001) (Table of Contents)
Larry Smith
A comprehensive analysis of the most important current developments in the delivery of legal services by large law firms, filled with pertinent pro and con arguments as to why and how law firms should consider modifications in their structure. Smith trains his sights on how clients distinguish one firm from another and zeroes in on the key turning points in the decision-making process. His insights are a gift for every lawyer who wants to know what clients really think when it comes time to hire a firm.

Internet Branding for Lawyers (2012) (Table of Contents)
Jeff Lantz
An effective law firm brand and a compelling website are two of the most critical aspects of law firm marketing, as they can have a tremendous impact on new client development and revenue. How can attorneys create an effective brand and website that will deliver new clients? What works well, and what aspects of the "traditional" website approach used by most firms should be avoided?
Internet Branding for Lawyers: Building the Client-Centered Website provides step-by-step direction on how to develop a solid brand and website that will attract the clients your firm desires. You'll learn how to: Create a unique brand that identifies and addresses client needs; Differentiate from competitors so that your firm will be seen as the right firm by prospective clients for their legal needs; Develop a compelling Client-Centered Website with messages that resonate and lead to new clients; and Create powerful attorney profiles and practice area pages that convey the information that prospective clients are seeking. The Client-Centered Website approach is fundamentally different from the "traditional" law firm website approach, which focuses on the firm instead of on how clients are served. You'll learn how to avoid the pitfalls of the "traditional" law firm website, as well as how to use successful branding and a Client-Centered Website as the cornerstone of your firm's marketing program.

The Law Firm Associate’s Guide to Personal Marketing and Selling Skills (2007) (Table of Contents)
Catherine Alman MacDonagh and Beth Marie Cuzzone
With practical, straightforward advice from the leading minds in legal marketing and sales, you’ll quickly discover the critical skills necessary to plan, build your network, and cultivate long and satisfying relationships with clients, prospects, and referral sources. In this first volume of The Law Firm Associate’s Development Series, there are hundreds of tips and ideas given by stages of the marketing cycle and stages of personal selling. An accompanying CD-Rom features useful checklists, worksheets, forms, and more.

The Law Firm Associate’s Guide to Personal Marketing and Selling Skills—Training Manual (2007) (Table of Contents)
Catherine Alman MacDonagh and Beth Marie Cuzzone
A key companion to The Law Firm Associate’s Guide to Personal Marketing and Selling Skills, this Trainer’s Manual is a fundamental tool for groups of associates large and small. Through turnkey exercises based on real-world scenarios, this guide applies the strong marketing and business development skills learned from the book. By practicing this knowledge in a structured manner, associates—and firms—will benefit by standing out in the legal industry’s competitive environment.
Increase your value to your firm by putting to work the most current principles of legal marketing and selling available today.

The Lawyer’s Field Guide to Effective Business Development (2014)   (Table of Contents)
William J. Flannery, Jr.
In The Lawyer’s Field Guide to Effective Business Development, Second Edition, Flannery proves that any lawyer can be effective as a client relationship manager and advocate. This practical guide shares detailed and sensible tactics for winning and retaining long-term, profitable clients in an increasingly competitive and changing legal market. What has changed since the first edition is not the message, but the market. Since the Great Recession, businesses have adapted the ways they purchase legal services and firms have changed the way they compete for work. Through the knowledge and skills shared in this book combined with a little courage and diligence, any lawyer will be prepared to not just survive this “new normal,” but succeed.

The Lawyer’s Field Guide to Effective Business Development (2007) (Table of Contents)
William J. Flannery, Jr.
A focus on face-to-face skills and tactics in business development has been the foundation of the WJF Institute’s work since 1989. During that time, we have helped more than 10,000 lawyers—from solo practitioners, small firms, medium firms, large international firms, government entities, and corporate law departments—mast the art and science of creating, developing, maintaining, and growing their “book of business.” This Field Guide is intended to bring to an even wider audience those proven methods of business development and put their power right in your hands.

The Lawyer's Guide to Building Your Practice with Referrals (2012) (Table of Contents)
Steven J. Shaer
For many lawyers, referrals are the best way to get the best clients. Gain clients and grow your practice with The Lawyer's Guide to Building Your Practice with Referrals. This book provides step-by-step guidelines for building relationships with referral sources, getting and managing new referrals, developing networking skills, and transforming acquaintances into clients. This book will help you: Evaluate the referral potential of people you encounter in networking situations, business dealings, or social interactions; Create positive first impressions that will translate into client referrals; Build relationships and follow up with referral sources; "Work the room" at networking and social events; Transform acquaintances into potential clients and referral sources; Develop an effective referral strategy for your firm; And much more!

The Lawyer’s Guide to Effective Yellow Pages Advertising (2005) (Table of Contents) 
Kerry Randall and Andru J. Johnson
Although Yellow Pages advertising should be a major profit-building business marketing strategy for many law firms, the harsh reality is that 99% of ads simply don’t work. This book will provide you with the information you need to create effective, powerful Yellow Pages ads and drive your client development programs forward. You’ll find information on identifying and focusing on your target market, as well as how to plan and design the perfect ad that not only reaches potential clients, but motivates them to call.

The Lawyer’s Guide to Marketing on the Internet, Third Edition (2007) (Table of Contents) 
Gregory H. Siskind
In this up-to-date third edition of The Lawyer's Guide to Marketing on the Internet, you'll learn how to make the latest technology work for your practice and increase your firm's visibility. This comprehensive resource provides proven online marketing strategies and guides you on how to effectively and efficiently market your law practice.

The Lawyer’s Guide to Marketing Your Practice (2004) (Table of Contents) 
James A. Durham and Deborah McMurray (Editors)
Discover creative marketing solutions that deliver breakthrough results! This definitive marketing resource features strategies and insights from the country’s top legal marketers on every facet of marketing—from strategic planning and public relations to Internet marketing and market research. Inside, you’ll find the practical ideas, innovative advice, and clear explanation of traditional and cutting-edge marketing tools you need to establish and implement a successful, multifaceted, and profit-driven marketing plan for your firm. The accompanying CD-Rom contains a wealth of checklists, plans, and other sample reports, questionnaires, and templates you can customize to make implementation of your marketing efforts even easier!

A Lawyer’s Guide to Networking (2007) (Table of Contents) 
Susan R. Sneider, J.D.
This hands-on workbook is an invaluable tool for lawyers at all stages of professional life, from law students to high-level professionals transitioning careers. Filled with practical advice, folk wisdom, academic theory, and tips from leading members of the bar, this book covers networking from the basics of an “elevator pitch: to the role it plays in business development, internal relations, job searches, and leadership in the profession and in the community.

The Lawyer's Guide to the Online Legal Marketplace (2013) (Table of Contents)
Stephanie L. Kimbro
There is a revolution occurring in the delivery of legal services in the United States. Consumers in need of personal and business legal assistance are turning to the Internet to find lawyers, just like they shop online to buy consumer products. Firms that lack a compelling online marketing presence will lose out on clients and revenue. The Consumer Revolution will show lawyers how to harness the marketing power offered by branded legal services networkds such as Rocket Lawyer, Avvo, LawZam, LexSpot, and many more--and pull in new clients in the process.

The Legal Marketer’s Deskbook (2003) (Table of Contents)
John T. Duffy, Esq.
In discussions with thousands of lawyers over the past 15 years, three reoccurring questions about law firm marketing always arise. First, is the concern: “We have a great law firm—we know it. Our clients know it. Other lawyers know it. But no one else seems to know it. How can we improve our institutional profile to be more competitive?” The second question goes: “How can we get the younger lawyers in the firm to develop the practice the way we did?” And thirdly, “what areas of the law should we be pursuing that we are not concentrating in already?” These questions represent practically every aspect of developing business in a law firm whether through public relations, sales and networking, and marketing planning.

The Legal Side of Blogging for Lawyers (2014) (Table of Contents)
Ruth Carter
Anyone with a blog should understand the legal implications of publishing their thoughts on the Internet. Written by a blogger for bloggers, The Legal Side of Blogging for Lawyers addresses the full scope of legal issues that accompany blogging, including intellectual property, criminal law, employment law, professional conduct, and much more. In this book, experienced attorney Ruth Carter explains your rights as a blogger, discusses real-life examples of what can go wrong, and offers advice about how to avoid the common legal pitfalls of blogging.


The Little Black Book on Law Firm Marketing and Business Development (2007) (Table of Contents)Paula Black and John L. Remsen, Jr.
You want new business coming through the door of your firm—not the doors of the other 165,494. If growth is a key strategy—and it is for 88% of firms—you must market your firm so that it stands out. Differentiation is essential. Marketing involves specific tasks as well as the more abstract business of building personal relationships. Consistency is vital. Marketing doesn’t end when the brochure is printed, the web site has launched, or the networking event has concluded. Continuity is crucial. Perfection is desirable, but progress is paramount. Don’t let your quest for the first get in the way of achieving the second. We created this edition of The Little Black Book series as a follow-up to the award-winning The Little Black Book on Law Firm Branding & Positioning. We talked to Managing Partners from across the country to get an inside look at their major marketing and business development challenges—and what they think are effective strategies. We will pinpoint the steps and solutions of the greatest benefit to small to mid-size law firms. Think of this book as a guide…one that we hope you as Managing Partner will refer to often as your firm continues on its journey to growth.

The Little Black Book (2009) (Table of Contents)
Paula Black
Experts say it takes 21 days to create a new habit. Running, eating well, quitting smoking—so why not marketing? With millions of attorneys in the world, marketing on a daily basis is a necessity—but with billable hours, clients, and life outside the office, it’s tough to make the time (or the plans) to market yourself on a consistent basis. In this guide, we present you with the tools to make marketing a lifelong habit. There are no lengthy sessions or hours of work…these tasks can take as little as 2 minutes (sending an e-mail) or as long as an hour (lunch with a contact). We lay out a 21-day plan that breaks the process down into easy steps. For each day we encourage you to THINK about and TAKE ACTION on a specific element of the process. We also give you a timely TIP that can put you on the right track…right away. It may feel awkward…but the idea is to just do it. We follow up the 21 days with a more detailed template for creating your marketing and business development plan. Then we conclude with some “Pearls of Wisdom”…marketing insights from lawyers who have been there, done that, and are now reaping the benefits of having developed a marketing habit. Creating a new habit is not easy and it’s not instant, but at the end of our 21-day plan it will be second nature. So take your destiny into your own hands…starting today!
Click HERE to read a review by Heather R. Younger in The Colorado Lawyer.

Making Rain (2009)
Jerry Sears
Join George Chambers, an expensive Harvard educated lawyer, in China as he works on a complex arrangement involving emerging technologies and political conflicts in the heat of difficult negotiations, competition, and the wilting humidity of late summer along the China coast.
Meet Brad Talbert, George’s introverted junior partner and gopher as he struggles with his internal demons that hold him back from success. Watch this tale unfold while the double-crosses and greed get the upper hand with multiple ‘shadow’ labs supported by traffic in illegal baby adoptions, smuggling, and total corruption of government officials and business executives alike.

Marketing and Legal Ethics (2009) (Table of Contents)
William E. Hornsby, Jr.
From electronic marketing to advertising to public relations, the opportunities to market your legal services abound. Marketing and Legal Ethics provides the information you need to ensure that your efforts remain within established ethical guidelines. Author Will Hornsby explains the universal responsibilities in legal services marketing and details some of the boundaries of legal advertising, solicitation, public relations, electronic marketing, multistate practice, and more. Inside this comprehensive guide, you’ll also find a summary of state regulations, a list of ethics enforcement agencies, and many other valuable resources!

Marketing Success Stories (2004) (Table of Contents)
Hollis Hatfield Weishar
This practice-building resource is a collection of anecdotes as told by talented and creative legal marketers. Here, you’ll get an inside look at how successful lawyers market themselves, their practice specialties, their firms, and their profession. Plus, you’ll receive action-oriented tactics that will help you satisfy your established clients, make new contacts, and increase your visibility to the community. 

Marketing the Law Firm (1991) (Table of Contents)
Sally J. Schmidt
Marketing the Law Firm focuses on the impact a changing economy has on law firm management. The discussion examines the full range of economic factors, including budgeting, pricing, billing techniques, compensation levels, marketing, firm Web sites and networks.

Marketing the Legal Mind (2004) (Table of Contents) 
Henry Dahut Esq.
This book offers a new conceptual framework in which to understand the business of law-firm marketing. Henry Dahut vividly shows how marketing can be a self-defining process in which the totality of a firm’s character and purpose is defined not only by its leadership, but also by the needs and desires of its clients. Dahut examines why many lawyers find marketing so challenging and why packaging and selling legal services seems inconsistent with the practice of law. He questions the efficacy of past marketing practices while proposing alternative practices that will profoundly change what it means to market professionally and market well. Supported by more than on hundred candid interviews with law partners across the country—and the insight of his own twenty years of business and legal experience—Dahut convincingly demonstrates why firms must expand their understanding of marketing beyond the single goal of client acquisition. He argues that in the end, marketing must become the foundation and driving force behind a firm’s entire business process if the firm is to become a dynamic enterprise. Rethinking traditional and even current law-firm marketing methods, Dahut debunks some of the most popular myths about what lawyers think clients really want from them. He demonstrates that the rules of the game have begun to change, and he encourages firms to start thinking differently—or risk losing clients and valuable new market share to those that do.

Newsletters From the Desktop (1994) (Table of Contents)
Joe Grossman and David Doty
Delivering news is easy. It's getting people to read it that's tough! How to attract and hold attention is the heart of this second edition of the popular Newsletters From the Desktop, an informative, illustrative guide to the do's and don'ts of newsletter design. Acclaimed newsletter gurus Grossman and Doty share years of experience in successful publishing to help you develop your own flair for effective information delivery. Using abundant examples and a delightful, down-to-earth style, they share the secrets of the pros, with tips on: Developing the look that gets a second look; Using your heads (and subheads) to guide and cue your readers; Baiting your "hooks"--placing pictures, sidebars and pull quotes to draw readers into your articles; Type casting--identifying and attracting the right audience with creative typography; and Getting down to details--applying color, clip art and other graphic details for the greatest effect.
Read it cover to cover or skim it for the tips that will take your project over the top.

Organizing Successful Client Seminars (1990) (Table of Contents) 
Michael L. Goldblatt
This monograph is designed to acquaint firms with the issues involved in planning a client seminar. It extensively discusses the steps in organizing a seminar. To help readers apply these concepts, exhibits in the chapters and appendixes at the end of the book contain several forms, including timetables, guidelines, and budgets. Appendix F consists of a variety of actual seminar brochures used by law firms. Following the appendixes, a bibliography lists sources of additional information.

Personal Branding in One Hour for Lawyers (2013) (Table of Contents)
Katy Goshtasbi
With over 1.2 million licensed attorneys in the United States, how do lawyers stand out from their fellow practitioners and get jobs, promotions, clients, and referrals? To survive and thrive, lawyers must develop their own intentional personal brand to distinguish themselves from the competition. In Personal Branding in One Hour for Lawyers, personal branding expert and experienced attorney Katy Goshtasbi explains how attorneys can highlight their unique talents and abilities, manage their perceptions, and achieve greater success as a lawyer in the process. 

Rain Making (1994) (Table of Contents)
Ford Harding
Professionals in all areas of private practice are faced with increased competition as a result of rapidly changing economic events. Accountants, architects, attorneys, management consultants, and engineers are being forced to make a critical transition from being producers of services to marketers and salespeople. Often this transition can be difficult for firms that are accustomed to traditional methods of operation.
Ford Harding's book, Rain Making: The Professional's Guide to Attracting New Clients, eases that difficulty.

Rainmaking Made Simple (2003) (Table of Contents)
Mark M. Maraia
Whether you belong to a small firm or the largest firm in your profession, this book will inspire you to put relationships first and will deliver a positive impact to your life and bottom line. Be warned: the ideas in Rainmaking Made Simple will tilt the playing field in your favor and provide you with an unfair advantage over your competitors.

Recruiting Lawyers (2000) (Table of Contents)
Marcia Pennington Shannon and Susan G. Manch
The greatest asset to any law firm is its intellectual capital—the lawyers. Recognizing the importance and complexity of lawyer recruitment, authors Shannon and Manch have thoroughly researched law firm hiring practices and its many shifts over the past 30 years. Recruiting Lawyers is the culmination of their efforts, providing you with practical searching and screening strategies, smart hiring practices, and constructive ideas that you can incorporate immediately into your recruitment procedures.

Selling and Communication Skills for Lawyers (2005) (Table of Contents) 
Joey Asher
Unfortunately, that old business development wisdom is no longer true. To generate legal work today, great business developers emulate great salespeople. They network, telephone decision-makers, meet to discuss business, and seek to understand business needs. They also communicate in a way that avoids legalese and connects with business needs.
Selling and Communication Skills for Lawyers offers a fresh approach for lawyers that want to grow their practice and communicate in a way that makes their clients love them.

Selling in your Comfort Zone (2009) (Table of Contents)
Robert N. Kohn and Lawrence M. Kohn
Selling is an important skill because it can bring you greater income, security, power, new friendships, intellectual stimulation, emotional fulfillment, better clients, more freedom, and fun! It is a way to communicate one’s professional expertise to potential clients. But if you’re uncomfortable with selling, you may be skeptical about your ability to enjoy these benefits and increase your business. If you acknowledge the need to improve your selling skills, Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business is the key to changing the way you feel about this challenging skill.
There are many preconceived notions about selling, and chances are, you have had some distasteful experiences to reinforce your beliefs. This book will help you overcome your discomfort with selling by changing the way you think and help you achieve a fundamental shift in your attitude and behavior. This guide proves that selling can be done effectively and comfortably, by motivating you to take action and identify strategies and tasks that you are comfortable doing.
Click HERE to read a review by Deann M. Conroy in The Colorado Lawyer.

Social Media for Lawyers (2010) (Table of Contents)
Carolyn Elefant and Nicole Black
Many lawyers view social media as a passing fad, but lawyers who dismiss social media do so at their peril. This cutting-edge guide shows lawyers how to use a practical, goal-centric approach to social media. By enabling lawyers to identify the social media platforms and tools that fit their practice, lawyers can implement them easily, efficiently, and ethically. Written by two lawyers, this book was developed with both the novice and advanced social media user in mind.
Click HERE to read a review by Jason C. Miller in The Colorado Lawyer.  OR Click HERE to read a review by Nicole M. Mundt in The Docket.

The Social Networking Revolution (2010)
Association of Legal Administrators
Ross Fishman
Should law firms really be on Facebook? How should law firms use LinkedIn? Should we have a podcast or Wikipedia listing? Isn’t Twitter completely…ridiculous? Why should every ALA member have a personal Google Profile? Learn the various Web 2.0 and social networking services and explore ways to manage them in the best interests of your firm.

The Successful Lawyer-Banker Relationship (2006) (Table of Contents) 
Edward Poll
Building a strong relationship with a good banker is key to every law firm’s long-term viability and profitability. This volume provides essential steps for building a tie that binds, including: Choosing the bank that’s right for you; establishing your creditworthiness; getting a loan when you need it; using trust accounts and other banking services; and strengthening the banking relationship.

Through the Client’s Eyes—3rd edition (2008) (Table of Contents)
Henry W. Ewalt and Andrew W. Ewalt
This updated edition of the two-time bestseller Through the Client’s Eyes is for every attorney who has struggled with the love-hate traits inherent in the practice of law. Used as a comprehensive guidebook, you’ll learn how to better cultivate your existing client relationships without compromising your own interests—and increase your bottom line.
Substantively, expanded to address distinct issues for law firms, solos, government attorneys, and corporate counsel, the detailed table-of-contents directs you to the topics most pertinent to your practice: from billing to forming alliances to enhancing your web site. Through the Client’s Eyes was written to help you build on the foundation you’ve already established in your profession—whether you’re a new attorney or further advanced in your career. Surpassing the sales cliché to “put the client first,” it teaches you how to anticipate your client’s human needs—and how to redeem yourself and your practice in the process.

What Color is your Parachute? (2009) (Table of Contents)
Richard N. Bolles
What Color is your Parachute? has been the job-hunting classic for decades...Bolles always goes beyond the routine, including things like useful internet sites and how to select a career counselor.

When your Small Business is YOU Marketing Handbook (2006) (Table of Contents) 
Jeanna Pool
You’re fantastic at what you do. Your customers and clients love the services you provide. But unless you specialize in marketing, you could probably use a little help in that department. Whether you’ve been in business three days, three years or three decades, When You Small Business Is YOU Marketing Handbook has everything you need to help you confidently and successfully take control of marketing your small business.

Working Identity (2004) (Table of Contents)
Herminia Ibarra
Contrary to popular wisdom, career transition is not a straight path toward some predetermined identity, but a crooked journey along which we try on the “possible selves” we might become. Through engrossing stories and in-depth research on transition, Ibarra outlines an active process of career reinvention that leverages three ways of “working identity”: experimenting with new professional activities, interacting in new social networks, and making sense of what is happening in light of emerging possibilities. 

You and Your Clients—2nd edition (1996) (Table of Contents) 
Stanley S. Clawar
The premise of this book is that improved lawyer-client relationships are the shortcut to a successful practice—better known as satisfied clients, a productive staff, and bigger incomes. The examples in this book, and the suggestions that flow from them, result from 25 years of consultations with lawyers and clients. But the techniques are intended as an adjunct to—not a substitution for—your professional skills. No interpersonal finesse can fill a void in your legal expertise.