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Now, along with John Nachazel, Mike has written the book he wishes he had twenty years ago. In Fireproof, the duo lay out a roadmap of business principles to help you sort out what's missing from your firm. By running your firm like a business, you are free to work in your sweet spot, doing what you love to do every day. You'll attract more clients, make more money, and enjoy newfound freedom. As your firm grows, you'll enjoy peace of mind knowing it'll bring more profitability-not more problems.
Now, along with John Nachazel, Mike has written the book he wishes he had twenty years ago. In Fireproof, the duo lay out a roadmap of business principles to help you sort out what's missing from your firm. By running your firm like a business, you are free to work in your sweet spot, doing what you love to do every day. You'll attract more clients, make more money, and enjoy newfound freedom. As your firm grows, you'll enjoy peace of mind knowing it'll bring more profitability-not more problems.
Are you a marketer or business development professional who works in a law firm and finds it difficult to get projects off the ground?
Are you frustrated by your firm's slow decision-making process?
Do you find the lawyers you work with to be both risk averse and resistant to change? Are you concerned that many of them perceive the marketing team as ineffective and unresponsive?
Or are you a marketer who has just landed your first job in a law firm? Do you feel you've entered an unfamiliar world defined by hierarchy, as well as a rigid binary distinction between fee earners and fee burners?
If so, The Marketer's Guide to Law Firms: how to build bridges between fee earners and fee burners in your firm is a must-read book.
In this insightful and succinct analysis, Dr Genevieve Burnett and Sally King demonstrate that the primary reason law firms struggle with marketing is because, in most of them (whether in New York or Sydney), there is a fundamental problem with the relationship between lawyers and marketers.
What causes this gap? Why is this relationship so often dysfunctional?
By taking you on a journey through the structure and culture of law firms, as well as the different way lawyers and marketers think, this book will help you understand what makes both lawyers and their firms tick. Most importantly, it will give you the analytical framework to build more productive relationships with lawyers, so you can work together to create marketing and business development campaigns that deliver concrete results.
Most lawyers are great at practicing law, but they're not always great at finding new clients.
What does that lead to?
Tons of stress from not getting enough new clients. Uncertainty about how to find more clients.
This easy-to-read book shows you how to fix those problems. It gives you actionable strategies that any lawyer can use starting today.
Andy Stickel has spent nearly a decade helping lawyers all over the world get more clients.
In this book, he reveals a brand new way to:
Skyrocket your monthly intake
Convert more leads to clients over and over without being salesy
Attract new clients like a magnet without spending a dime
Launch ads that convert like crazy
Create a community of ideal clients that come to you for help
Turn past clients into your best salespeople
Protect your firm from bad marketers who want to drain your bank account
And much more
These practical proven methods work for all lawyers. Regardless of practice size, area, budget, or experience level.
Cut through the noise, help your ideal clients, and dominate your competition.
Every law firm needs a business development strategy--rainmakers are the breadwinners for firms and the heart and soul of recruiting and maintaining clients. But how are rainmakers created? How do you turn a smart law school graduate into a marketing maven? And how does law firm management ensure that members of the firm are learning the art and science of being a rainmaker?
Building Rainmakers: The Definitive Guide to Business Development for Lawyers is a complete encyclopedia of business development training techniques, indispensable advice for law firm management, partners, and associates looking to successfully bring in clients. Tips and tools are distilled from interviews with more than thirty leaders and innovators in rainmaking and business development training, including associates, partners, and mentors from Baker McKenzie, Stinson Leonard Street, Duane Morris, Nixon Peabody, and the LawVision Group.
A clear and precise business development mentoring path can give law firm leaders confidence that the firm is creating and deploying rainmakers. Building Rainmakers provides not only business development techniques that can help your law firm train and coach very talented attorneys into very successful rainmakers, but also the metrics necessary to make sure it's happening and measure its progress.
The new market reality requires a very high level of business development skills. Building Rainmakers will help you and your firm compete in today's highly competitive marketplace.
Praise for Building Rainmakers
In my opinion, Building Rainmakers is the new Webster's of rainmaking and legal marketing. As you know, its list of contributors reads like the who's who of legal marketing experts across the country. The chapters are all encompassing, substantive and very easy to follow and understand their content. It should be required reading for all lawyers. It will be required reading for all Burr & Forman lawyers. I really am impressed with all that has gone into this and I believe it will be a wonderful teaching and learning tool for lawyers across the country.
--W. Lee Thuston, Partner, Burr Forman, Birmingham, AL
Kudos to author David Keller for gathering some of the 'best in the biz' who share many expert ideas, advice, and concrete steps all targeted at successful business generation. From business development to coaching to elevator pitches to having a client focused approach, the quick find feature of alphabetized topics makes it easy to locate a bounty of ideas from some of our industries' best minds. The exhibits at the back of the book offer forms to help marketers turn the ideation of successful business development into action.
--Merry Neitlich, Partner, Extreme Marketing, Irvine, CA
David Keller's newest offering, Building Rainmakers, is a must-have for legal professionals involved in business development at any level. Whether searching for an in-depth strategy or simply for the answer to a quick question about a particular piece of the business development process, there is something for everyone. David brings together a 'who's who' of business development leaders to share insights and best practices, in an easily navigated format. Don't miss out on this valuable resource.
--Paula K. Barnes, President, Association of Legal Administrators (2014-2015), Legal Administrator, Burr & Forman LLP, Nashville, Tennessee
Building Rainmakers = Success Stories You Can Implement + Practical Advice from True Authorities. Thank you David King Keller. This is a MUST read for all in the industry!
--Beth Cuzzone, Co-Founder and Board Member, Legal Sales and Service Organization, Director of Client Service & Business Development, Goulston & Storrs, Boston, MA
Building Rainmakers is a useful tool for coaching and mentoring future rainmakers. It is comprehensive and easy to use. It is both a basic textbook and a guide for advanced concepts for improving rainmaking results. I will use it for my firm's coaching program and rainmaking courses.
--David B. Markowitz, Co-Founder, Markowitz Herbold PC, Portland, OR
A lawyer's ability to develop new opportunities for legal work is key to long-term success in every law firm. But it is much easier said than done. That is why Building Rainmakers is such a terrific resource for every lawyer regardless of career stage and professional setting. Its rich diversity of contributors and perspectives, broad array of topics, ease of use, and keen balance between strategic and tactical make this the 'go to' guide for lawyers and law firms seeking to develop new and sustainable client relationships. This is a practical manual that is sure to help lawyers differentiate themselves and achieve real results for themselves and their firms.
--William C. Hubbard, Past President, American Bar Association (2014-2015), Partner, Nelson Mullins Riley & Scarborough LLP
Through invaluable insight gleaned from conversations with more than 50 leading law firm business development professionals, David Keller has created a comprehensive and easy-to-use roadmap for successful rainmaking. The advice shared in this book is of benefit to lawyers at any level of their career. Whether the topic is creating a business development plan, cross-selling, conducting client interviews, or the use of social media, the reader will find clear guidance on more than 400 strategies that are actionable and represent the best practices in business development.
--Linda A. Klein, President Elect, American Bar Association (2016-2017), Partner, Baker Donelson
More than at any
Empower Your Law Practice with AI
Artificial intelligence (AI) is transforming the legal profession. AI for Law Firms: Artificial Intelligence Basics that Every Lawyer Should Know provides a clear guide to the AI tools reshaping law firms. Whether you're an experienced attorney or new to the field, this book equips you with essential knowledge to harness AI in your practice.
Inside, You'll Discover:From practical tools to strategic insights, this book is your roadmap to mastering AI in law and staying competitive in an increasingly tech-driven industry.
The Monsoon Method is a transformative guide for professionals in high-stakes client-driven industries: law, consulting, accounting, and beyond, who seek to master the art of business development in an authentic, inclusive, and sustainable way. Drawing on the metaphor of a monsoon, this book provides a step-by-step approach to rainmaking, helping readers build meaningful relationships, navigate challenges, and achieve long-term growth.
This book redefines rainmaking not as aggressive sales but as relationship-building grounded in values, purpose, and mutual benefit. It offers practical strategies, exercises, and insights to help professionals find their unique rainmaking style, develop consistent habits, and overcome internal and external barriers. Whether you're an introverted listener, a charismatic networker, or a data-driven problem solver, The Monsoon Method equips you with tools to leverage your strengths while fostering trust and collaboration.
Through engaging storytelling, expert insights, and real-world examples, The Monsoon Method covers everything from creating a year-round client development plan and amplifying your leadership presence to navigating setbacks and reflecting on growth. Each chapter includes actionable exercises to build skills and align rainmaking efforts with your values and goals.
Ultimately, The Monsoon Method is more than a business development manual; it's a call to leave a legacy of impact. By embracing this relationship-driven approach, readers will not only grow their professional practice but also inspire and empower others to do the same.
Smarter Pricing, Smarter Profit addresses the full commercial spectrum of winning and engagement through to its successful completion, from the initial setting of price, to client negotiation, delivery of services and review of performance.
This one-of-a-kind resource is centered around the author's Set-Get-Manage-Review framework, which has successfully been implemented within major international law firms. But what makes this book so unique is the author has been at the forefront of legal pricing and legal project management initiatives and was one of the first specialist Pricing Directors hired to support a major law firm.
This is the first book of its kind to provide a comprehensive, structured and clear approach to addressing the increasingly complex pricing and delivery challenges faced within legal services. It is essential reading for anyone tasked with ensuring law firm profitability to understand what actions they and their colleagues can pragmatically take to help assess, manage and enhance overall profitability within their respective organizations.
How do you show the value of the legal department and justify the worth of investment to the business? Sterling Miller lays out lessons and advice about showing value learned over the course of his 30+ year legal career; the vast majority spent in-house at four different legal departments. Even if the business is not asking you to show the value of the legal department today, they will tomorrow. This book is your go-to resource to meet that task head-on and successfully.
This valuable guide sets out in detail a practical blueprint of the nuts and bolts of showing value, including:
The book includes a KPI (key performance indicators) library, sample client satisfaction survey, low-value contract checklist, practical advice on how to make contracts easier to sign, and much, much more!
Do not wait to be asked by the business about value-generation, be proactive in marketing the legal department to the business. This guide will help you show the significant value of the legal department and tout your successes to the business.
Mastering the Art of Argument: How Top Lawyers Win Every Case is your ultimate guide to becoming a master advocate, equipped with the tools, techniques, and strategies that distinguish the best lawyers in the world. This book delves deep into the core of legal argumentation, offering invaluable insights that go beyond theory, making it an essential resource for lawyers, law students, judicial aspirants, and anyone passionate about the art of persuasion.
With its structured and accessible approach, this book takes you on a transformative journey:
Laying the Foundation for Success: Understand the mindset of winning lawyers and learn how to identify and use legal principles with precision. Dive into the logic and clarity required to build arguments that leave no room for doubt.
Crafting Powerful Arguments: Discover the art of structuring your case with coherence and impact, from crafting compelling opening statements to weaving narratives that captivate and persuade.
Mastering the Techniques of Persuasion: Learn how to use analogies, turn facts into persuasive tools, counter opposing arguments effectively, and strike the perfect balance between emotion and logic.
Advanced Strategies for Winning Cases: Harness the power of cross-examination, leverage legal precedents, and frame issues in ways that compel decision-makers to see things your way.
The Art of Delivering Arguments: Develop verbal and non-verbal communication skills, handle objections and interruptions with poise, and deliver closing arguments that leave a lasting impact.
Winning Beyond the Courtroom: Unlock negotiation tactics, manage difficult clients and opponents, and embrace the meticulous preparation that defines every successful lawyer.
Packed with real-life examples, practical tips, and proven strategies, this book provides readers with a roadmap to elevate their legal practice and become a force to be reckoned with in and out of the courtroom.
But Mastering the Art of Argument is more than just a guide to winning cases-it's a celebration of the lawyer's role in upholding justice and shaping society. It's about mastering a craft that transforms lives, delivers fairness, and creates legacies.
Whether you're preparing for your first trial or looking to sharpen your seasoned advocacy skills, this book will inspire and equip you to argue with confidence, win decisively, and leave an indelible mark on the legal profession.
Prepare to take your argumentation skills to the next level and become the lawyer who doesn't just fight for justice-but wins every case.
The world has changed in the last twenty years, and evidence has changed with it. Gone are the days when exhibits consisted of paper documents, photographs, and tangible items. Instead, we live in the era of instant messages, social media accounts that come and go, and online anonymity in need of piercing. Forgery, fraud, and falsehoods have always been with us, but the tools for committing these acts are now easily obtained and widely used.
All this presents a host of new challenges to any attorney attempting to use or combat evidence from these sources. Our courts depend on evidence that is reliable and honest, and our job as lawyers is to find and confirm that reliable, honest evidence.
Winning with Social Media 2.0 is designed to help you do just that. It provides the tools you need to find and capture the online evidence that a party opponent may try to obscure, modify, or even erase from the internet. With this guidebook at your side, you can do the research and evidence preservation necessary to make your case.
New to the Second Edition:
Professors and students will benefit from:
Legal Business: Starting your Own Profitable Law Office is a comprehensive guide that promises to reveal the roadmap towards establishing a successful, financially thriving law practice. This special report is your must-have companion if you are an aspiring legal entrepreneur looking to make your mark in this industry.
From Understanding the Legal Landscape to Looking Ahead: Ensuring Sustainability and Growth, this report is neatly segmented into ten captivating chapters filled with practical advice, insider knowledge and tested strategies.
Launch your law firm with confidence as you delve into the complexities of the legal business. You'll learn the crucial steps to set up your own practice, decode the financial management specific to legal firms, gather insights on compliance, staffing, team management, client loyalty, and more.
The report doesn't stop there! It equips you with proven strategies for boosting profitability and overcoming foreseeable challenges. Plus, it prepares you for the future, ensuring your firm not only survives but grows.
Iris Gibson, the author, leverages her rich experience of having started her own law firm and turned it into a successful venture. She unfolds the stories, wisdom and lessons from her journey in this guide, marking it as a true testament of her commitment towards inspiring and aiding audacious advocates.
Are you ready to shape your future in legal practice? Let Legal Business: Starting your Own Profitable Law Office be your reliable companion on this journey. Iris Gibson is eager to share her proven roadmap to success with you. Don't miss out!
A raw, vulnerable, and authentic memoir about the daughter of illiterate, poor Lao refugees growing up in Stockton who defies the odds of being a welfare queen to earn a degree from Berkeley Law and work at a Big Law firm.
Samorn Selim survived her first drive by shooting at the age of five. Her brother survived a mass gun shooting at his elementary school when a white man decided to terminate the children of Vietnamese, Cambodian, and Lao refugees.
Pegged to be a teenage mom, a gang member, and a high school dropout, she was ecstatic to pass the California Bar Exam on her first try. When she started her Big Law job with a six-figure salary, she thought she had achieved happiness.
But she was miserable. She felt like an imposter. She felt like a fraud. She felt like she didn't belong.
She woke up every day with dread and anxiety. She became the shell of who she once was. She was an outsider. She was a workaholic. She was depressed. She was an insomniac. She wondered if she would make it out alive.
As the Founder and Creative Joy Director of Career Unicorns and a Board Member of the American Bar Association Career Center, she has helped over a thousand law students and lawyers who identify as women, people of color, first-generation professionals, and underdogs to transform their careers from dread to joy.
Samorn Selim invites readers to feel firsthand what it's like to be a workaholic, depressed, insomniac lawyer who is her own biggest bully. She shares candidly the ugly and awful things she beats herself up with. She shows how difficult it is for children from poor, immigrant backgrounds to succeed and the immense challenges of balancing professional and personal responsibilities.
To get a step-by-step guide on how to spark joy in your career again, sign-up for Samorn Selim's Transform Your Career From Dread To Joy Guide at www.careerunicorns.com. To contact Samorn Selim about 1:1 coaching, workshops, or speaking engagements, email connect@careerunicorns.com.
