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 1. 10 Steps Towards Conducting A Successful Sales Call
Sales and marketing consultant Catherine Jewell says a successful call to sell legal services includes finding the economic buyer, getting ready to make a presentation and then not giving it, and arming yourself with three killer questions. Back to top
2. Oct. 26 Webinar: Thomas Goldstein -- The Personal Marketer of The Year. Partner Thomas Goldstein of Akin Gump, a lawyer who started out running a three-person law firm out of his home, and today practices with a major firm representing over 10% of the cases on the Supreme Court docket. From his earliest days as an associate, he intentionally marketed himself to the top of his chosen practice. Visit www.PBDI.org to register and get more information.
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3. 10 Money-Making Elements in a Business Development Strategy
Most law firms don't have a BD strategy, or else they'd be generating more clients, opening new files and boosting revenue. According to marketing consultant Larry Bodine, a strategy starts with self analysis, picking targets and pursuing them. Click the link and select "10 Money-Making Elements in a Business Development Strategy."
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 4. Curriculum of On-Demand Marketing Programs Now Online. An on demand collection of 10 business development and marketing programs is now available online at www.pbdi.org/webinars. The Professional Business Development Institute has recorded audience favorites ranging from "How To Keep Clients and Expand the Relationship" to "How to Target and Crack a Large New Business Account." Best of all, there's no waiting. Pick a program and listen to it immediately. Visit the PBDI course list today.
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5. New Marketing Survey Shows Need for Sales Training
New research of accounting firms by Jean Caragher of Capstone Marketing shows that CPAs lead lawyers in using a niche strategy and hiring salespeople. But marketers also said that they are shut out of management meetings and work at firm's that are "not close" to having a marketing culture. Back to top
 6. Clients of Duane Morris Update their own Contact Records
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Using an automated contact management tool, Patricia Purdy of Duane Morris has updated many of its 138,000 client contact files –- with clients updating their own information, according to attorney and writer Rosemary Frenza. The firm is saving both money and employee time and reaching a widening audience with its weekly email alerts.
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7. People Making News
Mary E. Zove is the first Firm Administrator for Jacoby Donner, P.C., a boutique construction law firm in Philadelphia. She is the former Director of Administration at Anapol Schwartz in Philadelphia and is VP of Education for the Philadelphia chapter of the Association of Legal Administrators. You can reach her at (215) 563-2400 and mzove@jacobydonner.com.
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8. Treasure Hunting Vacation
Ted's decided his next vacation will be at Crater of Diamonds State Park in Arkansas near Murfreesboro. The park is the world's only diamond-bearing site where the public is allowed to search and keep any diamonds they find, regardless of value. My 21-year old son will pay $6 to enter and can camp out. The biggest diamond ever found there was 40 carats. Today it's a vacation, tomorrow a vocation. "If I ever get rich, I'll do treasure hunting as a hobby," he's decided.
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