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Title Marketing success stories : conversations with leading lawyers / [edited by] Hollis Hatfield Weishar, Joyce K. Smiley

Edition 2nd ed
Publisher Chicago, Ill. : Law Practice Management Section, American Bar Association, c2004
 Lower Mez.  KF316.5 .W45 2004    AVAILABLE
Call # KF316.5 .W45 2004
Description xvii, 211 p. ; 23 cm
Notes Rev. ed. of: Marketing success stories : personal interviews with 66 rainmakers / by Hollis Hatfield Weishar. c1997
Contents What we wish we could get from a law firm, or, how to make us fall in love again / Theodore L. Banks -- Developing "healthy" client relationships / Richard G. Cowart -- Top nine practice development tips (with apologies to David Letterman) / Constantine Alexander -- Distinguish yourself / Brewster H. Jamieson -- The million-dollar contract / James A. Durham -- The client pitch / Robert J. Smith -- Patience is a virtue / Erik J. Heels -- Using a bedside manner / Robert D. Rachlin -- The "macro" approach / David J. Hatem -- Make yourself available to help inside counsel / John M. McCormack -- Clients for life / Charles A. Maddock -- Service, service, service / Charles C. Coulter -- The $5.95 client / Jonathan Bell -- Put clients first! / William C. Martucci -- The Archon Group's request-for-proposal experience / Ron K. Barger -- Do what you enjoy / Edna R.S. Alvarez -- The $64,000 question / John E. Schoonover -- The field of dreams approach : build it and they will come / Kevin R. Armbruster -- Marketing by reputation : the people's law firm / Edward Moriarity -- Finding your niche with yellow pages / K. William Gibson -- The strength of focusing on a niche / Robert J. Conroy -- Corporate representation service : an affordable technique / Mark A. Robertson -- Ten steps to building a successful niche practice / Heidi McNeil Staudenmaier -- Find the right network, or build your own / Ginger D. Schröder -- Market your interests / Julie I. Fershtman -- Community involvement counts / Lowell E. Rothschild -- The ripple effect / Joel P. Bennett -- Building credibility with a do-it-yourself publishing program / Gregory H. Siskind -- Prospering from a positive reputation / Von S. Heinz -- More than just credibility / Terri Pepper Gavulic and Susan Raridon Lambreth -- Creating a boutique law firm / Kent M. Kasting -- In the right place at the right time / Michael D. Harris -- Crossing state lines / Robert Blaine Holt -- Legal marketing as I've seen it / Tobin K. Clark -- Ten minutes a day to marketing success / Donna M. Killoughey -- Little things mean a lot / Jack S. Kennedy -- Effective cross-selling begins with an introduction / George B. Harris -- -- Solve the client's problem / Laurie Burt -- Beauty contests work / Edward T. Bullard -- Teamwork culture / Michael M. Boone and Gregory R. Samuel -- Don't ignore the support staff! / Davis H. Carr -- The two-hour commitment / Joseph H. Yastrow -- Avoiding the worst mistakes / Mindy G. Farber -- Everybody can make rain / Donna D. Fraiche -- Make rainmaking a priority / Ellisa Opstbaum Habbart -- Using client teams / Thomas K. Downs
Notes Aqua Blue
Subject Lawyers -- United States -- Marketing
Alt Author Weishar, Hollis Hatfield
Smiley, Joyce K
Corp Author American Bar Association. Section of Law Practice Management
ISBN 1590312511


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