TY  - BOOK
AU  - Schmidt,Sally J.
TI  - Business development for lawyers: strategies for getting and keeping clients 
AV  - KF316.5 .S353 2006eb
U1  - 340.068/8 22
PY  - 2006///]
CY  - [New York]
PB  - ALM Pub.
KW  - Lawyers
KW  - United States
KW  - Marketing
KW  - Attorney and client
KW  - Practice of law
KW  - Economic aspects
KW  - Public relations
KW  - Electronic books
N1  - 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
UR  - http://site.ebrary.com/lib/rucke/Doc?id=10852699
ER  -