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Recent Sales Articles |
The Small Firm Rainmaker of the Year is Christopher Marston of Exemplar, a law firm in Boston. By offering soup-to-nuts service to entrepreneurs and startup businesses, charging fees in ways highly desirable to clients plus applying business development that truly works –his firm raised revenues 48% last year.
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Mistakes in rainmaking include failure to follow up, according to Richard M. Goldstein, a pracitce group chair at Bilzin Sumberg. Networking where there are no clients and sitting in your office instead of meeting people for lunch are also mistakes.
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The Originate! newsletter 2010 Woman Rainmaker of the Year is Mary Ann Dunham of 450-lawyer Buchanan Ingersoll. Highly active in the city’s business organizations, she efficiently seeks out and capitalizes on opportunities to connect with business executives - not just for her own benefit, but also for the good of others around her.
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To get business from corporate clients, law firms must offer budgets, alternative fees, and e-billing, according to research conducted by Rob Thomas of Serengeti Law.
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| Need-to-Know News |
Elizabeth L. Gunn of DurretteBradshaw, an 18-lawyer boutique firm based in Richmond, VA, overcame two big disadvantages by devoting laser-like attention in three areas - client service, key associations and peer networking.
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The most productive marketing tool a firm can employ is implementation of in-depth client audits. They produce valuable marketing intelligence so that a firm can remain competitive and solvent, particularly during bad economic times.
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| Legal Marketing Technology |
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The mobile phone is becoming the most powerful online device, according to a new study by Ruder Finn. Mobile phones are social connectors that are highly useful in law firm marketing.
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Chances are your telephone book is gathering dust, while your clients are actively searching for the services you offer on the Web, according to SEO expert Dev Basu. They're also searching via their mobile devices, enhanced 411 services such as Google 411, and finding you on a web map.
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