There are a range of catalysts responsible for driving two-thirds of law firms to invest more into marketing and business development. Regardless of the reason, suffice it to say that demand for BD and marketing acumen continues to rise, as do the rewards for practitioners who can produce results.
Our goal in compiling the list below is to create a convenient learning repository for any lawyer, marketer or business development professional who aims to advance their career. With convenience in mind, let’s start with some portable lessons:
On the Go Resources
The Trusted Advisor [Audiobook]
Before persuasion can take place, confidence and trust must be earned. Co-authors David H. Maister, Charles H. Green and Robert M. Galford introduce us to the “Trust Equation” in this practical guide made available for your listening pleasure.
Successful lawyers and other persons of interest swing by each week to chat with hosts Sam Glover and Aaron Street. These webinars are recorded and podcasted, allowing you to download individual episodes covering a wide array of topics.
Legal Marketing Association [Podcast]
While still in its infancy, LMA now produces a promising podcast to accompany its blog and magazine. Expect to wait between episodes though as new episodes publish bi-monthly, matching the release cadence of LMA’s Strategies magazine.
New York Times bestselling author of Influence Robert Cialdini is back with a book that explains the difference between effective communicators and truly successful persuaders. Includes applicable lessons all marketers and business dev pros can benefit from.
The National Law Review [Podcast]
Although publishing has been sporadic, you can get a full course of expert knowledge in BD and marketing in a handful of commutes. New episodes can be found on The National Law Review site with archived episodes currently only available via SoundCloud.
The American Lawyer
Let’s start with the obvious. You know about these resources but our list wouldn’t be complete without them. If we want this list to be taken seriously as a convenient resource directory, we need to include the namesake of the annual “Am Law 100” and “Am Law 200” lists.
Similar to The American Lawyer, Corporate Counsel helps BD and marketing pros keep their finger firmly on the pulse of the legal profession.
Above the Law
BigLaw, small law, in-house, legal tech, rankings, lists, directories… you can find it at “ATL” while staying plugged in to your profession.
Strategies – The Journal of Legal Marketing
Strategies magazine is a bi-monthly periodical that bills itself as “the leading law firm marketing publication for all professionals in legal marketing and business development.
Legal Marketing and Business Development Blogs
Business of Law Blog
This blog is managed by the LexisNexis team. It includes separate categories for small law, large law and corporate counsel.
Strategies+ is the official blog of the Legal Marketing Association and includes exclusive content you won’t find in the magazine.
Legal Business Development and Marketing Books
The Ultimate Law Firm Associate’s Marketing Checklist
Billed as “the renowned step-by-step, year-by-year process for lawyers who want to develop clients,” Ross Fishman’s tactics have been helping associates make the leap to rainmaker for over two decades.
Clientelligence: How Superior Client Relationships Fuel Growth and Profits
Based on the premise that “people who sell don’t develop nearly as much business as people who develop relationships,” Author Michael B. Rynowecer’s 17 secrets for superior results reveal “how clients define client service excellence and what they expect out of the providers with whom they have the best relationships.”
The Reluctant Rainmaker>
It’s no secret that most lawyers hate selling. This book will help you build the systems and habits to secure new work in a satisfying, sustainable manner.
11 Essential Systems
Robert Armstrong and Sanford M. Fisch – the same co-authors of “The E-Myth Attorney” – bring you “a guide to creating a thriving law firm and a satisfying life.”
Originate: Business Development for Lawyers
Former BigLaw litigator and in-house counsel Michelle Cotter Richards draws from her experience to deliver an “action-oriented book that goes way beyond the typical ‘business development tips for lawyers’ content.”
Brag! The Art of Tooting Your Own Horn without Blowing It
Selling legal services requires a more tactful approach than selling, say, software. Fortunately, communication expert Peggy Klaus has strategies that can help you sell yourself or your firm without resorting to salesy-ness.
The Rainmaker’s Toolkit
This book promises to help you identify big growth opportunities and capitalize on them in your quest to build a high-profit practice.
Business Development for Lawyers: Strategies for Getting and Keeping Clients
As the Legal Marketing Association’s first president, author Sally J. Schmidt understands what it takes to generate new business and retain existing clients. In this book, Schmidt offers a wide range of expert insights and practical tactics to consider.
Rainmaking Made Simple
What this book lacks in newness it makes up for with a detailed understanding of what it takes to build and develop client relationships in the legal profession.
Content Marketing for Lawyers
What if you could grow your book of business without leaving your office? It’s an ideal scenario for attorneys. In this book, award-winning broadcast journalist Michele Ruiz helps you establish thought leadership to attract new clients.
Ideas and Inspiration
LMA’s Your Honor Awards
Learn the stories and strategies behind the winners of the Your Honor Awards, the longest running international award program that recognizes excellence in legal marketing.
A Business Development Checklist for Young Lawyers
This helpful article from Law Practice Today is a few years old but still packs plenty of useful advice that all lawyers, not just young lawyers, would be wise to keep handy.
Our goal is to provide the best list of legal and business resources available today. What did we miss? How can we make this list better?