EXCEPTION TO THE RULE: “Chris, Harrison and I are filling something of a generational gap between the Orange... Leaders as Coaches: Coaching plays a crucial role in keeping people engaged and committed. It brings out the... Asking Leading Questions in Job Interviews: Hiring law firm employees is a vital task. The employees you hire (or candidates you pass... Increasing Diversity in Law 3 Ways to Move Beyond Lip Service: Law firms and legal departments can be doing more to measurably increase diversity. - A... Check for Weak Links in Your Marketing Program: 9 Weak Links That Can Break Your Marketing Program - 1Delivering a sales message.... Seller Myths vs. Market Truths: Many refer to the 2008 economic meltdown as the “Great Reset.” For law firm business... Structuring Attorney Fees: Your client just received a large jury award or settlement. Your client is satisfied with... Lawyers, Can You Build Relationships with Data?: Over the last few years, data has become more and more popular a subject, as we try to... 12 Easy Ways to Be More Successful with Your Content Marketing Efforts: Content marketing takes time and effort, but staying top of mind with your target... Advocating with Compassion. A SHARED VISION OF CLIENT SERVICE.: “The best lawyers who get the best results are the ones who really get to know their...
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RSSArchive for March, 2016

A Law Firm for Lawyers

A Law Firm for Lawyers

Husband and wife team Keith and Angela Bruno make a formidable trial pair, particularly when their extended family of fellow attorneys meets experienced and relentless trial attorneys who know how to get results. Other lawyers entrust us with their cases that they have worked hard on. To us, these are not just cases, they are […]

The Sum of San Diego’s Greatest Plaintiffs’ Parts

The Sum of San Diego’s Greatest Plaintiffs’ Parts

Nationwide Public Interest Litigation Firm, Sanford Heisler Kimpel, LLP, Ed Chapin, Jill Sullivan Sanford, and Charles Field Lead New San Diego Office. Firm Focuses on Discrimination, Wage and Hour, Financial Abuse and Whistleblower Claims In December 2015, Sanford Heisler Kimpel, a national public interest litigation firm, announced that San Diego based genetic testing giant Pathway […]

Practical Ideas on Client Development for Associates

Practical Ideas on Client Development for Associates

I have done a lot of work helping associates with client development in my old firm and now as a coach. In this article, I want to share with you my practical ideas on associate client development. SET YOURSELF APART Client development is more challenging today for a variety of reasons. First, business clients are […]

The Art of ERROR Recovery

The Art of ERROR Recovery

When you make a mistake that puts a client behind the eight ball, your appropriate response can salvage—and even strengthen—the client relationship When Alexander Pope wrote, “To err is human, to forgive divine,” he probably hadn’t just gotten off the phone with his attorney. If he had, he might have tacked on this qualifier: “… unless […]

The 5 Truths Every Attorney Needs to Know About Referrals

The 5 Truths Every Attorney Needs to Know About Referrals

AT THE RAINMAKER INSTITUTE, we specialize in helping attorneys improve their revenues and increase the quality and quantity of their referrals. One of the things attorneys most frequently ask us is: “How do I find more clients fast?” The answer to this question is deceptively simple, yet amazingly complex to resolve. Referrals are near the […]

Motivate Clients and Prospects with the Fear of Loss

Motivate Clients and Prospects with the Fear of Loss

One commonly overlooked motivator is the fear of loss. Remember this rule: The fear of loss is greater than the desire for gain. HERE’S AN EXAMPLE: To illustrate the desire for gain, let’s say I’ll give you $20 if you do something for me. Depending on how much you value $20, you may or may […]

Is Your Vocabulary Costing You Money?

Is Your Vocabulary Costing You Money?

When we give a presentation to a future client not only do our appearance, visual aids, and body language relay a message, but the words we use create pictures in their minds. When we hear a word, we often picture a symbol of what that word represents. We may even attach emotions to some of […]

Community News – April 2016

Community News – April 2016

Berger Kahn was recently listed Among “Top Law Firms” in O.C. Business Journal. The Orange County Business Journal ranks the most esteemed law firms in the region and Berger Kahn was proudly named to their list of “Top Law Firms.” Gunnar Gundersen, partner with intellectual property, technology, and media law firm One LLP, drafted an […]

TRIAL LAWYERS for the People, in Pursuit of Justice

TRIAL LAWYERS for the People, in Pursuit of Justice

Layfield & Barrett Trial Attorneys Refuse to Back Down, Insist on Remaining at the Forefront of Technology, Training, and Education, and Refuse to Settle for Anything Less Than Their Injured Clients Deserve “We are trial lawyers for the people—a full-service law firm, vibrant and hard-working, filled with a passion to bring justice to people on […]

5 Myths That Block Effective Delegation in Business

5 Myths That Block Effective Delegation in Business

YOUR JOB AS A MANAGER is to get the maximum return on the company’s investment in people. Effective delegation is one of the ways to do this. Delegation is also the key to effective communication and training and development in the workplace. As much as 85% of the operating budget of any organization is invested […]

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