Years ago, I coached a lawyer who was writing an ERISA Law Blog. In one of our coaching sessions he explained.

I enjoy writing the blog, but my target clients are not finding it. The only calls I have received are from employees.

I looked at the blog. At the time he was essentially reporting

A lawyer recently asked me how I would use LinkedIn if I was still practicing law. If you are a regular reader, you know that I contend the principles of client development have not changed.

As you will see:

  • You have to be visible, meaning people need to know who you are
  • You have to

Client development is a contact sport. Don’t just rely on email and social media to stay in touch. You actually have to get up from your computer and meet with your clients and referral sources. Here are some tips:

  1. businessman boxing.jpgBe purposeful about staying in touch with your contacts. You should not just have random lunches

As you may know, this week I have crossed the country teaching lawyers about blogging and social media. Yesterday, I received a most interesting question:

If our firm decides not to blog and not use social media, in five years will we be behind our competitors?

I thought that was a great question. Lawyers and