Business development for lawyers : strategies for getting and keeping clients / Sally J. Schmidt.

Overview : positioning yourself and building credibility -- Writing for publication -- Public speaking -- Dealing with the media -- Preparing written marketing materials -- Organizational involvement -- Overview : developing relationships and generating business -- Attending social events, meetings and conferences -- Satisfying clients and building loyalty -- Cross selling and expanding client relationships -- Managing relationships with significant clients -- Handling difficult client situations -- Building relationships with referral sources -- Preparing effective proposals and pitches for business -- Following up with targets -- "Closing" and asking for business.

Description based on print version record.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2014. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.