Riding A Wave of Wage and Hour Class Action Litigation: California’s Leading Wage and Hour Class Action Lawyer, San Diego’s own Bill Turley... An Attorney’s Guide To Closing A Law Firm: Just like any other professional, sometimes lawyers choose to close their practices. The... The Power of An Apology: “I’ve not done anything wrong, they’re the ones making all the noise and disturbing... Duty of Care and Standard of Care Revisited: In my files of memorable products liability cases, there is one that, as an expert... California Case Summaries Civil™. Organized Succinct Summaries of New Civil Cases.: CALIFORNIA SUPREME COURT - Employment - Dynamex Operations West, Inc. v. Superior Court... 7 Ways to Improve Your Attorney Biography Page SEO: Having a well-written and search-engine-optimized biography online is an essential part... “Authenticity” Might be Cliché, But it’s Essential to Building Client Relationships: "Authenticity" has become a dirty word. It's right up there with some of the other most... Community News – June 2018: Rosalio Munoz and David Munoz, partners at Mission Legal Center in Mission Valley, have... Strazzeri Mancini LLP. Care to Know: An Innovative Business Model and Culture: “We believe traditional planning can inadvertently narrow planning conversations too... Law Firm, San Diego The More You Give, The More You Get: “I can honestly say that I love representing plaintiffs in injury cases. And I do not...
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RSSAuthor Archive for Mike O'Horo

Mike O'Horo is a serial innovator in the law business. His current venture, RainmakerVT, is the world's first interactive online rainmaking training for lawyers, by which lawyers learn how to attract the right kind of clients without leaving their desks. For 20 years, Mike has been known by lawyers everywhere as The Coach. He trained more than 7000 of them, generating $1.5 billion in new business. Mike can be reached at mikeohoro@rainmakervt.com

Critical Success Factors. The Key to Exposing Demand.

Critical Success Factors. The Key to Exposing Demand.

Let’s get the new year started off on the right foot by simplifying what many lawyers struggle with. There’s a lot of confusing advice out there for lawyers who are trying to learn how to get clients. Let these three basic questions be your guide to simplified business development: What? Why? How? What problem, situation, […]

Networking: How To Disengage From a Dead-End Conversation

Networking: How To Disengage From a Dead-End Conversation

We’ve all found ourselves trapped in a dead-end conversation at a networking event. Someone drones on about a topic in which you have no interest. Or, it’s simply someone you don’t like. Or, there’s nothing wrong with the topic or the person, but you can’t spend that much time with any one person. You need […]

Convert Unhappy Clients into Fans

Convert Unhappy Clients into Fans

Clients can become upset with us for many reasons, some of which are within our control, and others that aren’t. We make mistakes, forget things, have bad days, or simply get overwhelmed by the unexpected. Such is life. However, what happens afterward determines the future of that relationship, and countless other potential relationships that that […]

Sales and Marketing are Not the Same

Sales and Marketing are Not the Same

There is an understandable confusion among lawyers about the difference between Sales and Marketing. First, lawyers still struggle to understand marketing, as demonstrated by the fact that most lawyers’ marketing considerations are limited to one of marketing’s four P’s: marketing communication and other forms of Promotion. Law firm Marketing departments still have little or no […]

What You Know vs. Who You Know

What You Know vs. Who You Know

For most of your career you’ve probably heard the adage, “It’s not what you know, but who you know.” That reflected the relationship-centric nature of doing business in a Seller’s market, where demand exceeded supply, and everyone who expended even a little effort got business. Now that you’ll face a Buyer’s market for the remainder […]

The Bright Line Between Marketing and Sales

The Bright Line Between Marketing and Sales

These days in the legal world, you don’t hear the terms “marketing” and “sales” very often. “Marketing” lost its luster during the severe cutbacks in law firms’ marketing communications programs during the recession. Firms lost their appetite for big investments that would take a long time to pay off (at least visibly) because they faced […]

Learning to Learn

Learning to Learn

Many lawyers struggle to learn business development skills, in no small part because they don’t embrace the need to get better at it. Oh, sure, they say all the right things, but when it comes down to setting aside time (and sometimes money) and committing to learning, applying, getting feedback, and practicing, they have lots […]

Creative Price Negotiation

Creative Price Negotiation

Most lawyers struggle with negotiating pricing with prospects and clients. Part of this is the product of lawyers’ personalities, which are generally conflict-averse. Part of this is based on the fear that inartful price discussions could cause them to overplay their hand and lose the business. However, a large part comes from having a singular […]

3 Steps to Business Development Simplicity

3 Steps to Business Development Simplicity

Why do so few lawyers engage in business development, despite abundant and inarguable evidence of its necessity? Many lawyers have told me that the biggest barrier to getting started is feeling overwhelmed, not knowing what to do, or how to begin. Fair enough. You’re not alone. Psychologists cite three obstacles to getting started: According to […]

Business Development: Do You Do it Only for the Money?

Business Development: Do You Do it Only for the Money?

Recently, while hunting for something in a dusty section of my hard drive, I stumbled across and re-read David Maister’s eye-opening article from 2005, Doing it for The Money, which takes law firms to task for using money as the sole or primary motivation to drive additional sales and marketing behavior. David cites Alfie Kohn’s […]

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