Want to know what your fellow legal marketers know? Want to know which books they are reading? Did you know that every time you buy a book through an amazon.com link on Legal Marketing Reader, you help support our website? The books below represent the tried and true titles that are most frequently bought through Legal Marketing Reader. There are LOTS of great books available for lawyers and marketers on how to grow more and better business, but these are the ones that stand out for showing up again and again. Have you read them all?
By James Hassett, Ph.D.
This book will help lawyers at large and mid-sized firms to get immediate and practical results from their limited marketing time, by building stronger relationships with current clients and with new ones. It includes step by step instructions to help you decide how much time to devote to business development, to identify the most productive activities that can be accomplished within that time, and to assure follow-up. The book is built around exercises and quick references that will guide you to take immediate and practical steps that fit your practice, your personality, and your schedule.
By David H. Maister
Professional firms differ from other business enterprises in two distinct ways: first, they provide highly customized services and thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalized, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals.
By Mark M. Maraia
Rainmaking Made Simple: What Every Professional Must Know is the definitive how-to guide for professionals on growing their business. It demystifies the process of building client relationships, making it simple to grasp, retain, and put into practice. Mark Maraia is a lawyer turned relationship development coach who has worked one-on-one with thousands of professionals at some of the world’s largest professional service firms.
By Catherine Alman MacDonagh, Beth Marie Cuzzone
This practical book focuses on personal marketing and sales skills, and covers these topics: building a practice; how to create a personal marketing plan; how to find people within a target market; how to prepare for a prospective client meeting; strategies when meeting with clients; how to ask for business; how to use the end of a matter as a marketing opportunity; how to retain clients; and how to effectively network inside and outside the firm.
By Phyllis Weiss Haserot
This comprehensive book provides advice on gaining new clients, improving services, and expanding existing business. It is a step-by-step guide for planning, executing, and managing a marketing process that is designed to help you build your client base. Topics include focusing your marketing efforts; motivating yourself and your partners; how clients choose a firm; creating new services; hiring and maximizing the efforts of marketing professionals; improving your firm s image through public relations; forming personal selling networks, business ventures, and professional connections; securing and retaining lucrative and satisfying clients; and current and emerging trends.
By David H. Maister, Charles H. Green, Robert M. Galford
David Maister, Charles Green, and Robert Galford–consultants on professional-service management and customer-relation issues–believe nobody can become successful as a business guru until they first gain the confidence of their clients. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about.
By Sally J. Schmidt
Whether you’re launching a practice or trying to expand your book of business, this new guide gives you the help you seek. From developing a reputation to developing relationships, from retaining existing clients to generating new business, Business Development for Lawyers: Strategies for Getting and Keeping Clients examines all the available techniques, providing you with the expert insights and practical tips you need to make them work for you. You’ll learn how to write for publications, make effective presentations, network, handle the media, get results from participating in conferences and social events, follow up with contacts, build relationships with referral sources, close the deal with prospective clients, and more. This new book from a leading law firm marketer and consultant is an excellent starting point for anyone developing a personal marketing plan or for the lawyer who wants to improve personal marketing and business development skills.
Do you have a book you think is especially useful for law firm marketers? If so, we’d love to hear about it. Please add your comments!
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