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How to Get & Keep Good Clients – Individual Chapters

Section K: Bombarding Your Clients with Paper

How to use paper communications to keep clients and potential clients informed and happy. What to do with professional cards received keeping clients informed, sample letters for clients and non clients, For your information letters, new laws, no action letters recycling research, Christmas or seasons Greetings cards, simple survey form.

K-1 ALWAYS HAVE PROFESSIONAL CARDS WITH YOU $0.99

Having a professional card is essential. What to do when you are asked for a card and you don’t have a professional card with you.

K-2 THE $55,000 BAR ASSOCIATION HANDSHAKE (MORE THAN $100,000 IN 2007 DOLLARS) $0.99

Shaking hands and exchanging cards with the person(s) sitting next to you can result in large fees. Read this true story.

K-3 WHAT SHOULD BE ON YOUR PROFESSIONAL CARD? $0.99

There are at least twenty different things that could be on your card. This chapter suggests what to do and what to avoid.

K-4 USE YOUR CARD TO COMMUNICATE THAT YOU’RE A LAWYER $0.99

Giving out cards as often as possible can result in legal work from someone long after you’ve forgotten giving them a card.

K-5 HOW TO START A CONVERSATION AND PRESENT YOUR CARD WITHOUT APPEARING PUSHY $0.99

How Starting a conversation can lead to giving a card and future legal work.

K-6 WHAT TO DO WITH THE PROFESSIONAL CARDS YOU RECEIVE $0.99

Receiving cards can be more profitable than giving them if you know what to do with the cards. This chapter contains several suggestions.

K-7 WHY CLIENTS LIKE TO GET LETTERS AND INFORMATION FROM LAWYERS $0.99

Bombarding your clients with paper is important. This chapter explains why the clients want letters and how the clients use them.

K-8 TELL YOUR OLD CLIENTS ABOUT YOUR NEW SERVICES AND NEW PERSONNEL $0.99

Adding staff or changing an area code or zip code gives you an opportunity to communicate with clients and add additional information. A sample letter is included in this chapter.

K-9 PRESS RELEASES $0.99

Sending press releases give you an opportunity to send copies to clients and potential clients and to post a copy on your website even if the media ignores it. Samples are given.

K-10 HOW TO CREATE BUSINESS AND KEEP CLIENTS HAPPY WHEN YOU READ ADVANCE SHEETS AND TECHNICAL JOURNALS $0.99

Reading advance sheets and journals can result in happy clients and increased billings. A simple system is explained.

K-11 SAMPLE LETTER WITH ADVANCE SHEETS $0.99

Sample letter to accompany advance sheets sent to clients is explained.

K-12 SENDING COPIES OF CLIENTS’ MAILINGS AND CORRESPONDENCE TO POTENTIAL CLIENTS AND POTENTIAL RECOMMENDERS OF CLIENTS $0.99

Some mailings to clients can and should have copies sent to the clients advisors who can generate work for you from other clients with similar problems are given.

K-13 “FOR-YOUR-INFORMATION” LETTERS, EMAILS AND FAXES AS “PRODUCTS” $0.99

Clients love correspondence. Learn how to send “For Your Information” letters, emails and faxes. Chapter includes sample forms.

K-14 SESSION LAWS AND “CLIENT ALERTS” $0.99

Clients and potential clients always want to know about new laws which may affect them. The chapter includes a sample notification letter.

K-15 SAMPLE LETTER TO CLIENTS TELLING THEM YOU HAVE NOTHING TO REPORT (“NO ACTION” LETTER) $0.99

Clients become concerned when there is no contact from you. This sample letter helps overcome their unease.

K-16 DO-IT-YOURSELF MANUALS FOR CLIENTS AND POTENTIAL CLIENTS $0.99

Giving your clients “do it yourself” manuals help them save money and see your name more frequently. These manuals often become the source of new clients. Typical types of law where manuals can be helpful are listed along with instructions on what to put in the manuals.

K-17 EXPAND YOUR PRACTICE USING RESEARCH MEMORANDA AND PUBLISHED ARTICLES BY “USING INK” (THE RUBBER AIRPLANE TECHNIQUE) $0.99

Once you have done research on a legal point for a client you have a product that can provide a lot of favorable public relations. How and where to use the memo is explained.

K-18 WHY YOU SHOULD SEND CHRISTMAS OR SEASON’S GREETINGS CARDS $0.99

Every lawyer should send Christmas cards or Season’s Greetings cards depending on the lawyer or the clients. The reasons for sending them are discussed as well as email “cards,” and what should be written on the card or enclosed with the card.

K-19 CHRISTMAS CARDS IN JULY $0.99

Sending a Christmas card in July may not make much sense, but after reading this chapter you might change your mind.

K-20 SENDING YOUR CHRISTMAS CARD TO AS MANY PEOPLE AS YOU CAN $0.99

This chapter might motivate you to expand your Christmas card list.

K-21 SURVEY YOUR CLIENTS FOR FEEDBACK $0.99

How surveys can help your practice. A sample survey form is included which can easily be modified.

K-22 SAMPLE QUESTIONNAIRE TO SURVEY YOUR CLIENT FOR FEEDBACK $0.99

This chapter contains a sample form to get feed back from clients as well as establishing a client data base and immediately spotting your own strengths and weaknesses.


Section L: Your Invoice – A Factor in Satisfying or Angering Clients

Using your invoices as marketing tools. What to put in the invoice, what to leave out of the invoice, where to send the invoice, “no bill”, bills, discount billing, tax deductibility.

L-1 YOUR INVOICE AS A MARKETING TOOL $0.99

Your invoice can be a powerful marketing tool. There are many ways to prepare and send an invoice. It is a serious mistake to assume on size fits all clients. It is important to learn when, where, and how to send an invoice. Several examples are given.

L-2 TEN WAYS TO ANTAGONIZE AND LOSE CLIENTS WITH BAD BILLING PRACTICES $0.99

Poor billing practices can easily cost you a client. Ten major traps to avoid are explained.

L-3 DISCOUNT BILLING FOR FRIENDS AND RELATIVES $0.99

Discount billing properly utilized can result in a grateful client and more and better referrals from friends and relatives.

L-4 THE “NO-BILL” BILL $0.99

The “No Bill” Bill properly utilized when you are doing free legal work is important. Learn how and why in this chapter.

L-5 DISCOUNT BILLING FOR PROFESSIONALS WHO CAN OR DO REFER WORK TO YOU $0.99

I personally give and receive “professional discounts” which can result in more referrals from professionals. Learn how and when to give a professional discount.

L-6 TELL CLIENTS AND POTENTIAL CLIENTS WHEN THE BILL IS OR MAY BE TAX DEDUCTIBLE $0.99

Telling your client how and why your invoice might be deductible combined with a number that cash basis tax payers have to pay the bill to get the diction may get you paid faster. Relevant Internal Revenue Codes are explained in this chapter.

L-7 CREATE A SENSE OR URGENCY ON YOUR BILL $0.99

Some clients erroneously believe all lawyers are rich and really don’t need the money, especially with relatively small bills. Giving the bill wording that conveys a sense of urgency will often get you paid more quickly. Examples are given.


Section M: Getting Paid for What You Do

Getting paid and knowing when to stop working are important. Learning and never forgetting “Foonberg’s Rule”-“Cash Up front”, Foonberg’s Client Curve of Gratitude. Importance of good fee agreements, sample fee agreement, rating clients by cash flow, recognizing no pay, slow pay and good pay clients and what to do about the to maximize your cash flow. Bad news cases and clients to be turned down, client costs. Contingency matters, how to get rid of bad cases and clients, understanding the client’s income to get paid, recognizing 3rd party sources of fees, credit cards, Barter, evaluating cases by type or by source, handling and adjusting fee disputes.

M-1 WHAT IS A “GOOD” CLIENT? A GOOD CLIENT IS” “A CLIENT WHO PAYS HIS BILLS TO ME SO I CAN PAY MY OFFICE AND PERSONAL BILLS” $0.99

The definition of “Good” in good client is not my definition – It is the definition of hundreds of lawyers of all ages and all stages of professional life. Learn what makes a client a “Good Client.

M-2 PUT YOUR FEE AGREEMENT IN WRITING $0.99

Fee agreements are critical even mandatory in some matters. A good fee agreement protects both the client and the lawyer. 17 basic points which should be considered in every fee agreement are set forth.

M-3 HOW YOUR LIFESTYLE CHANGES WHEN YOU HAVE GOOD CLIENTS $0.99

Good clients improve both your professional and your family life. Learn why.

M-4 FOONBERG’S RULE OF CASH UP FRONT $0.99

In more than 40 years of doing hundreds of seminars all over the world, I almost never omit the mantra of Foonberg’s Rule of “Cash Up Front.” Learn why “Cash Up Front” is critical to success.

M-5 PEOPLE ARE MORE WILLING TO PAY FOR WHAT THEY NEED AND DON’T HAVE THAN TO PAY FOR WHAT THEY ALREADY HAVE $0.99

For any number of reasons people often do not want to pay for legal services they need. Common examples of bills that get paid before legal bills get paid are given. Learn when you absolutely must insist of Cash Up Front or let the client go elsewhere.

M-6 RATE YOUR CLIENTS ACCORDING TO CASH FLOW – PRIORITIZE YOUR WORK $0.99

This simple system of prioritizing work, when explained to the client, can work wonders in getting you paid in a timely manner.

M-7 TEN KINDS OF BAD NEWS CLIENTS TO BE AVOIDED $0.99

This classic list of 10 kinds of “Bad News” clients to be avoided has been published many times in journals. It is worth reading especially for newer lawyers. It should be considered in conjunction with cases that should be turned down.

M-8 CASES THAT SHOULD BE TURNED DOWN $0.99

Years of experience have taught me that certain types of cases can be just as problematic as certain types of clients. This list of 10 cases that should be turned down should be read in conjunction with the 10 kinds of clients that should be avoided.

M-9 CLIENT COSTS AS A FACTOR IN ACCEPTING OR REJECTING A CASE $0.99

Certain types of cases could require large amounts of costs. The lawyer must consider whether he or the client has the ability to “up front” the case. If the answer is “no” alternatives must be considered.

M-10 CASH UP FRONT FOR CLIENT COSTS ON CONTINGENCY CASES $0.99

There is a good reason to ask for cash up front for costs on contingency matters. This chapter highlights the reasons one should get costs up front and outlines common costs to be anticipated.

M-11 BE CAREFUL WHICH, IF ANY, CONTINGENCY CASES YOU ACCEPT OR KEEP $0.99

There are 5 critical questions which must be answered and several numerical calculations which must be considered before accepting a contingency matter. These criteria are included in this chapter.

M-12 SAMPLE LETTER TO DROP A BAD CONTINGENCY CASE $0.99

Getting out of a bad contingency case can sometimes be difficult, especially when the client realizes no other lawyer would want the case. A form letter is provided which is very effective.

M-13 UPGRADING YOUR PRACTICE BY GETTING RID OF LOSERS, USING THE 100 PERCENT REFUND (DUMP THE DOGS) $0.99

This is an extremely popular chapter and I have received many thank you letter for having written it and suggesting it. 18 points should be considered.

M-14 USING THE CLIENT’S CURVE OF GRATITUDE TO INCREASE CASH FLOW $0.99

The client’s curve of gratitude is used in almost every law school that teaches practice management. Lawyers have told me they keep a framed copy at their desk facing them to be continually reminded. This chapter contains the famous client’s curve of gratitude.

M-15 USING LAWYER DEMOGRAPHICS TO SET OR JUSTIFY FEES SETTING A FEE IN SPECIALTY WORK $0.99

If you have a niche or specialty area you will find the demographics method very helpful when discussing and setting fees. This chapter teaches you how to do it.

M-16 INCREASING YOUR CASH FLOW AND REDUCING UNCOLLECTIBLES BY MATCHING YOUR BILLING TO YOUR CLIENT’S CASH FLOW $0.99

A little research on your part may demonstrate to the client that he or she can pay your fees by modifying the billing period and the source as payment. Examples are given.

M-17 SUPPORT BAR-RECOGNIZED LEGAL AID OR POVERTY LAW CENTERS AND SEND THEM THE CASES THAT DON’T BELONG IN YOUR OFFICE $0.99

Supporting legal aid or poverty law centers can be much more profitable to you and get the needy client better representation. Learn how much of your time and money you should devote to pro bonus work.

M-18 FEEL GOOD, NOT BAD, ABOUT DOING FREE LEGAL WORK $0.99

Doing pro bono can make you feel good. Not getting paid can make you feel bad if you expected payment. Explain to your clients your criteria for doing free legal work and you will get respect and admiration, being a professional rather than a business person.

M-19 BARTER – IS HALF A MOOSE A FAIR PRICE FOR A WILL? $0.99

Barter for legal services is often used in smaller communities. This chapter highlights what kinds of goods or service the lawyers receive for their professional legal services.

M-20 THE CLUSTER CONCEPT OF EVALUATING THE PROFITABILITY OF AFFILIATED CLIENTS, RECOMMENDERS OF CLIENTS AND TYPES OF CASES $0.99

This is a mathematical non emotional way of determining what kinds of cases or clients are beneficial and which kinds can be harmful or even disastrous.

M-21 AN ACCOUNTING SYSTEM TO HELP YOU ANALYZE AND INCREASE CLIENT AND CASE PROFITABILITY $0.99

A simple case numbering and fee accounting system is provided to help you analyze from a profit point of view the cases and clients that are beneficial and those that are harmful.

M-22 SHOULD YOU ACCEPT SMALL CASES AT A LOSS OR LOW PROFIT TO GET OR KEEP A GOOD CLIENT? $0.99

Accepting small matters at a small profit or loss to get or keep a client is sometimes a smart thing to do and sometimes a stupid thing to do. Learn when and how to distinguish the two.

M-23 HOW TO GET A PAYING FEE FROM SOMEONE WHO TRIES TO GET FREE LEGAL ADVICE AT A PARTY $0.99

It always amazes me how many people I don’t even know, on learning I am a lawyer, will approach me at a social gathering trying to get free legal advice. I expect this from friends and relatives but not from strangers. Turning those free advice seeking people into fee paying clients can be done. Learn what to say and how to say it. This chapter will teach you.

M-24 “CARS CAN’T RUN WITHOUT GASOLINE” $0.99

This phase can work wonders in getting you paid. Learn when and how to use it.

M-25 HOW TO REDUCE A BILL IN A FEE DISPUTE AND STILL KEEP THE CLIENT HAPPY $0.99

Fee disputes are sometimes the fault of the lawyer, sometimes the fault of the client and sometimes the fault of neither, but they will happen. Be careful if you do reduce a fee that the client does not think you were over billing. What to say and how to say it are set forth in this chapter.

M-26 HOW TO ADJUST A BILL OR WRITE OFF AN UNCOLLECTIBLE BILL WITHOUT LOSING THE CLIENT $0.99

You may be willing to reduce or write off an uncollectible but for some reason also want to keep the client for future work or future referrals. Whether you do or don’t want to keep the client you won’t get paid. This chapter gives some examples of what to do and how to do it.


Section N: Big Firm Techniques That Can Work for a Small Firm

Some big firm techniques that can be used by smaller firms. Surveys, Successful seminars, employment interviews, using consultants, 26 things marketing staff can do from A to Z . Open houses, brochures Intake forms, False surveys, networking networkers, employee inplacing and outplacing, gifts to clients, “perks” for employees of clients when they use you. Delegation, not abdication See table of contents.

N-1 THE DIFFERENCE BETWEEN SOLE PRACTICE AND SMALL FIRM PRACTICE DEVELOPMENT AS OPPOSED TO LARGE FIRM MARKETING $0.99

Small firms and solos using low cost technology and non lawyer staff can emulate and even surpass may of the marketing efforts of large firms with large marketing budgets. This chapter encourages small firms and solos to proceed with the low- cost techniques that work.

N-1A ADVERTISING YOUR FIRM DURING EMPLOYMENT INTERVIEWS $0.99

Employment interviews are an excellent opportunity to market yourself and abilities to people who may already be employed in a firm that can refer you work or who may in the future be employed by a firm that can send you work. This chapter teaches you what to say and what to do to get those referrals.

N-2 DIRTY ESPIONAGE TO STEAL MAJOR CLIENTS $0.99

I don’t recommend this dirty espionage to get clients but it is done. After reading this chapter you may wish to caution your lawyers and staff to be wary. This chapter gives examples of how it is done.

N-3 HOW A PROFESSIONAL CONSULTANT CAN HELP YOU $0.99

This book is aimed at do it yourselfers who are willing to do things a little differently to get good results. How to work with a PR consultant is beyond the scope of this book. I have, however listed 16 specific things which a PR consultant may be able to work with you to help you. There is very little they can do for you without your involvement. Reading this list of 16 marketing plans may give you some new thoughts.

N-4 THE LAW FIRM MARKETING ADMINISTRATOR FORM A TO Z $0.99

The first edition of my book How to Start and Build a Law Practice was written in 1976. The first edition of this book was written in 1984. Law firm marketing administrators formed their own organization in 1986. Marketing administrators can be of great value in helping a lawyer or a firm in its marketing. This chapter covers how the firm and the marketing administrator can more effectively work together. I have listed 26 specific tasks (A to Z) for which a marketing administrator can be helpful to the firm efforts.

N-5 HAVING AN OPEN HOUSE TO ATTRACT CLIENTS $0.99

Open houses can be elaborate and expensive or simple or inexpensive. Both work well. A simple open house and office tour is easy to plan and easy to execute and gets good results. This chapter give you guidance in how to do it.

N-6 FIRM BROCHURES AS A MARKETING AID AND THEIR WEBSITE REPLACEMENTS $0.99

Printed brochures have been around as long as lawyers have had egos, but they still have some value. Printed brochures have in the main been replaced by websites on the internet. Alternatives to an expensive printed brochure are presented. When and how to use brochures is also discussed.

N-7 ANALYZE WHERE YOUR GOOD CLIENTS COME FROM WITH A CLIENT- INTAKE FORM $0.99

Client intake forms are invaluable aids to determining where your clients come from and how they get to you. A simple intake to be used when opening a file and when closing a file is provided in this chapter.

N-7A FALSE TELEPHONE AND MAIL SURVEYS TO GET NEW CLIENTS $0.99

Some surveys are real and some are false, Designed to solicit clients. An example of a false survey if given in this chapter.

N-8 SPLIT UP FIRM MEMBERS AT PROFESSIONAL AND SOCIAL MEETINGS WHEN THE FIRM PAYS THE BILL (SEPARATE TABLES FOR FIRM MEMBERS) $0.99

Sitting with or near a potential clients should never be a random matter. Who sits where should be carefully planned. This chapter may open your eyes to opportunities you never realized was there, something you should be doing.

N-9 NETWORK THE NETWORKERS $0.99

By my definition “networkers” can send you a large number of clients and should be prioritized in your marketing efforts. Typical examples are given in this chapter.

N-10 GETTING AND KEEPING CLIENTS THROUGH INPLACING AND OUTPLACING $0.99

By strategic inplacing and outplacing into and from staff of significant targeted clients you could get a large amount of legal work the client or potential client.

N-11 GETTING AND KEEPING CLIENTS THROUGH ASSISTING WITH JOB GETTING $0.99

In this chapter learn how to get new matters and more matters by acting as an informed employment agency.

N-12 GIVING GIFTS TO CLIENTS AND THEIR EMPLOYEES AS AN INCENTIVE FOR USING YOUR FIRM $0.99

Appropriate gifts properly given can result in a large amount of legal work. This chapter discusses when and how and to whom gifts should be made.

N-13 CLIENT “PERKS” FOR USING YOU AS A LAWYER FOR THE COMPANY $0.99

Employers of clients sometimes expect “perks.” An example is given using tickets to an event as the perk.

N-14 OTHER CLIENT “PERKS” FOR USING YOU AS COMPANY LAWYER – CLUBS AND RESTAURANTS $0.99

Private clubs and expensive restaurants are almost always welcome as “perks.” Learn here how to invite a client to lunch.

N-15 MISCELLANEOUS CLIENT PERKS FOR USING YOU AS COMPANY LAWYER $0.99

Sample “perks” to be considered for clients are listed in this chapter.

N-16 DON’T LOSE CLIENTS THROUGH IMPROPER DELEGATION DELEGATE FOR HIGHER PROFITS – DON’T ABDICATE $0.99

Clients who come to meet you or the firm don’t like being “turned over or passed off” to someone else. Learn how to delegate client work and contact.

N-17 SUCCESSFUL SEMINARS $0.99

A detailed how to do it step by step method for putting on successful seminars is on this chapter aimed at the 5 lawyer and more firm. This chapter give examples of places and formats for seminars.

N-18 SUCCESSFUL SEMINARS FOR RECOMMENDERS OF CLIENTS AND POTENTIAL RECOMMENDERS OF CLIENTS $0.99

Seminars for referrers of clients rather than for clients is discussed in this chapter.

N-19 SIMPLE, LOW-COST SEMINARS WHICH SMALL FIRMS CAN PRESENT $0.99

Solos may want to do simple inexpensive seminars. Examples of low cost seminars are given.


Section O: Assorted Marketing Tips

Assorted Marketing Tips. Historic references to marketing, newspaper ads, International practice, techniques used by female lawyers , courtroom personnel yellow pages , court room demeanor. Targeted mailings to non clients. Directory listings, mailing lists, sample letters to get work. Estate planning, new laws, minority work.

O-1 THE ETHICS AND DEVELOPMENT OF MARKETING AND PRACTICE DEVELOPMENT $0.99

There have been major changes in the ways that clients and lawyers find each other. Some highlights of the changes are presented in this chapter.

O-2 PRACTICE DEVELOPMENT FROM THE INNS OF COURT TO THE CONCORDE $0.99

All progress requires change, but not all change is progress. This whimsical chapter was begun on a Concorde flight in 1978 and traces the history of lawyer marketing.

O-3 WAYS THAT WIN: LAWYER MARKETING IN THE 19TH CENTURY $0.99

In 1898 a then famous lawyer reflected on a career begun in 1855 to the graduating class of Columbia Law School. He highlighted 20 tips to new lawyers. They are set forth in this chapter and are worth reviewing. Much of his marketing advice remains good advice today.

O-4 TREATING OTHER LAWYERS AS “COMPETITORS” $0.99

Contrary to people who would sell you something, your “competitors” are not other lawyers, but rather everyone in your office including yourself who drives the client away. Happy clients don’t change lawyers. Trying to demean other lawyers only demeans you. Read this chapter and think about it when a potential client already has a lawyer, but wants to hear what you have to say.

O-5 YELLOW PAGE ADS WORK, MAKE YOUR AD UNIQUE $0.99

A yellow page ad can be very profitable. This chapter give you a starting point for creating a yellow page ad.

O-6 COST-EFFECTIVE CLASSIFIED LAWYER MEDIA ADVERTISING $0.99

Newspaper advertising by lawyers was very common until the 1900’s. It is now back in vogue and can be very profitable. To be profitable, specific kinds of legal services should be advertised in specific types of newspapers. This chapter can help you consider what and where to advertise.

O-7 COST-EFFECTIVE LAWYER MEDIA ADVERTISING $0.99

The decision to buy media advertising should not be made lightly. There are many different forms of media advertising that could be considered. Most of it can be very expensive. Cost recovery or profit may be hard to measure. The more common methods are described in this chapter.

O-8 DIRECT MAILINGS TO STRANGERS $0.99

Direct mail marketing by US mail, fax, the internet, etc., to total strangers can be very profitable if properly done. The exact types of legal work and legal clients must be carefully considered. It’s ready, aim, fire, not ready, fire, aim. Some excellent examples of successful direct mail are given in this chapter.

O-9 DIRECTORY LAW LISTS AS A SOURCE OF BUSINESS $0.99

To a large degree law tests have been displaced by the internet, but law lists are still used by some clients and lawyers and are possibly a necessary evil. Read why they might be helpful in getting and keeping clients.

O-10 MAINTAINING AND USING MAILING LISTS $0.99

Email and postal mailing lists can be very good sources of legal work. This chapter highlights how and why they can work successfully.

O-11 FOUR NEW MARKETING TIPS $0.99

This chapter contains four tips not appearing elsewhere on good extremely low cost client communications. Examples are given.

O-12 ESTATE PLANNING FOR FINANCIALLY CATASTROPHIC ILLNESS – LETTERS TO SEND UPON CLIENT’S OR CLIENTS PARENT(S) ATTAINING AGE 65 $0.99

America is aging. Clients and their parents are aging. Sample letters are provided in this chapter which can be used when a client or client’s parents attain age 65.

O-13 HOW TO GET INTERNATIONAL CLIENTS $0.99

The practice of law can be global if you really want international clients. It may seem glamorous, but there is a price to be paid. This short chapter gives you some simple starting points.

O-14 BUILDING MINORITY AND ETHNIC CLIENT BASES $0.99

Minorities and ethnic groups can add to the profitability and diversity of the firm. Sensitivity will be required. An extremely successful example is given demonstrating how diversity within the law firm can be of great help in working with minorities.

O-15 GETTING MINORITY WORK AND MONEY $0.99

Many governmental appropriation bills at all levels require the employment of minority lawyers. The concept is examined in this chapter.

O-16 SAMPLE LETTER ADVISING OF AVAILABILITY FOR MINORITY WORK $0.99

Some appropriate letters can result in being hired as a minority firm. Sample letters and procedures are given in this chapter.

O-17 TIPS FROM WOMEN LAWYERS $0.99

This chapter should be read by both male and female lawyers. The chapter is based in part on comments received by me from women lawyers.

O-18 MARKETING DIFFERENCES BETWEEN MALE AND FEMALE LAWYERS $0.99

It is important to realize that there can be difference in the marketing efforts of female lawyers.

O-19 HOW A WOMAN LAWYER CAN TAKE ADVANTAGE OF BEING A WOMAN IN GETTING SPECIFIC TYPES OF CLIENTS AND CASES $0.99

Examples of cases where female lawyers might have a marketing advantage are given in this chapter.

O-20 HOW WOMEN LAWYERS CAN TAKE THE INITIATIVE WITH MALES TO AVOID SITUATIONS OR INCIDENTS $0.99

Often a female lawyer can and should take the initiative in some situations when dealing with males. A few examples are given in this chapter.

O-21 HOW THE FEMALE LAWYER CAN DISTINGUISH HERSELF FROM NON- LAWYER FEMALES TO AVOID AWKWARD INCIDENTS $0.99

Tips are given by female lawyers on clothing and accessories to avoid awkward incidents.

O-22 HOW A FEMALE LAWYER CAN HANDLE THE REACTION ‘‘YOU’RE A LAWYER?” $0.99

Some people believe that female lawyers are a minority and these people may make comments they wouldn’t make to a male lawyer. How to react to this situation is described in this chapter.

O-23 COURTROOM DEMEANOR FOR MEN AND WOMEN LAWYERS $0.99

Women lawyers sometimes encounter comments, remarks or behavior which may require special attention. Some examples are given in this chapter.


Section P: Taking Clients When Leaving the Firm

Taking clients when you leave the firm. Hope for the best. Prepare for the worst. From both the lawyer and the firm’s point of view. How the firm can prevent partners and associates from taking clients when leaving the firm. A short, but extremely important marketing chapter.

P-1 TAKING CLIENTS WHEN LEAVING A FIRM – HOPE FOR THE BEST – PREPARE FOR THE WORST $0.99

The legal and ethical rules governing the taking of clients on leaving a firm are complex and are frequently ignored by the firm, the associate or both. Every lawyer working for a firm should read this chapter. Once size does not fit all. Fortunately or unfortunately the rules are the same whether the associate quits or is fired with or without good cause. This is a must read chapter and should be read in conjunction with the chapter on prevention.

P-2 HOW TO PREVENT PARTNERS AND ASSOCIATES FROM TAKING GOOD CLIENTS WHEN THEY LEAVE THE FIRM $0.99

Both the firm and the lawyers should be aware of the severe possible steps outlined in this chapter. This chapter should be read in conjunction with the chapter on taking clients when leaving a firm.


Section Q: A Quick Review of Your Current Marketing Practices

Two extremely important review check lists for determining what you are doing right and what you are doing wrong. Foonberg’s 70 rules for good client relations for busy lawyers. Checklist for creating and implementing a marketing plan.

Q-1 FOONBERG’S FAVORITE 70 RULES OF GOOD CLIENT RELATIONS FOR THE BUSY LAWYER AND THE BUSY LAW FIRM $0.99

Previous editions of these 70 rules have been published in many bar publications. They are an excellent list to study and think about.

Q-2 CHECK LIST FOR CREATING AND IMPLEMENTING AN EFFECTIVE MARKETING PLAN $0.99

This check list touches upon almost every subject covered in the book. It is an excellent thought provoking list of what should be considered in formulating a successful marketing plan.


Section R: The Internet and the Future

The basics of best use of your internet web page from A to Z. The future and the pioneers, dedication to my father.

R-1 FOONBERG’S RULES FROM A TO Z FOR INTERNET MARKETING $0.99

The internet is in its infancy. The internet as we know it today will change radically as it matures over time. These 26 steps can help you review your present use of the internet for marketing and anticipate future marketing techniques using the internet to get and keep clients.

R-2 ANTICIPATING THE FUTURE $0.99

In this chapter, the author draws upon history and the present to anticipate and predict how lawyers and clients will find each other in the process of becoming lawyer and client. Growth areas of legal practice are provided.


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