Why are some lawyers successful in generating a healthy client base and others struggle? Despite all the strategic planning CMOs may devote to individual attorney coaching and training, it is often not enough to support the lawyer client in connecting the dots of relationship building, reputation enhancing and contact management over the course of a career to make a remarkable difference.

In my years of working with and for law firms, first as an in-house CMO and since 2008 as a business owner of a legal marketing advisory firm, I have searched for the proverbial carrot that will motivate and propel lawyer clients to “drink the Kool-Aid” of taking a “consistent, persistent massive amounts of action over a prolonged period of time” approach to building a prosperous business.

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