This post is a sample of my weekly email newsletter content. If you’d like to subscribe, you can do so here.In my experience, those who succeed at building a sustainable book of business 1) have a plan and 2)
10 Steps to Build Your Legal Practice
Latest from Harrington Communications Blog
How to Crush Business Development at Your Next Conference
Attending a conference without a well-defined plan is like setting sail without a compass. Every year, countless lawyers flock to various conferences, only to return with a handful of business cards they’ll never use and a vague sense of missed
A Brief Guide to Business Development Conversations
Imagine this scenario: you’ve secured a lunch meeting with a prospective client who you’ve recently added to your key contact list. You’ve been developing a rapport with this individual, and you see an opportunity to deepen the relationship further. You
Be a Business Development “Activator”
I recently shared my thoughts on the importance of engaging in “client-centric selling,” which is my moniker for how to approach business development in a way that’s focused on the challenges, pain points, and opportunities faced by those you serve.One
The Power of Client-Centric Selling
In my hometown there are two bike shops located across the street from each other. I recently went shopping in search of a new mountain bike, and had two drastically different experiences.I walked into the first shop, and was immediately
The “Pull” and “Push” of Legal Marketing
Lawyers don’t have endless time—in fact, most have very little—to engage in legal marketing. As a lawyer, you need to be thoughtful and strategic about how you allocate your most finite resource.Some lawyers opt to buy attention (e.g., advertising). Others
My Messy Process for Generating Ideas for Long-Form Content
When dining out, I often choose a seat with a view of the cooks. The problem is, restaurants don’t give you a look at what’s actually going on in the kitchen—just a snapshot of sushi being prepped behind a bar,
How to Set Yourself Up for a Productive Day
In college, I worked as a prep cook at a restaurant. The chef had French training and emphasized the importance of “mise-en-place”—a French term for “everything in its place.”Mise-en-place is a system chefs use to prepare themselves and their kitchens
Keep Your Marketing Simple to Connect with Your Audience
Warren Buffet’s annual letter to Berkshire Hathaway shareholders has been, for decades, a must-read resource for sophisticated investors.But that’s not the audience he’s writing for.When he sits down to write, he has his sisters Doris and Bettie in mind. In
You Don't Need to be a Gregarious Extrovert to be a Successful lawyer
I had little idea of what the practice of law was all about when I started law school. No one in my family was a lawyer. I had never stepped foot in a law firm. Most of my impressions were