Episode 74-Turning Business Conversations into Business

We have spoken a lot on Counsel to Counsel about the importance of building business relationships. But we have not spent much time discussing how to turn those relationships into actual paying work. In this episode, I am joined by Gary Johnson who understands a lot about selling legal services.  We discuss a series of common hypothetical situations where there may be opportunities to generate business.  Gary walks us through the process for identifying needs and doing so in a way that does not exert pressure on a client, prospective client, or referral source. Gary Johnson is President of J2 Marketing Consultants. He helps attorneys get more profitable clients. Gary’s experience building strategies and applying proven techniques offers an effective way to help attorneys grow their practice by bringing in ideal clients. He provides the tools needed to focus his clients on building value when approaching prospective clients. Gary makes the process easy, and I can vouch for that.  

Om Podcasten

Counsel to Counsel is a periodic podcast produced by Stephen Seckler of Seckler Attorney Coaching (www.counseltocounsel.com). It addresses important career, marketing, and leadership issues facing attorneys. The target audience is associates, counsel and partners at law firms of all sizes; but the podcast also addresses issues that are relevant to in-house counsel, law students or any lawyer who is looking for career insights inside or outside of the law. Counsel to Counsel is aimed at individual lawyers who are looking to increase their own career satisfaction and build their marketing and leadership skills. The podcast features interviews with leading consultants, career professionals and marketing experts who advise attorneys on careers, marketing, law firm management and related issues. The guests are also a roster of successful attorneys who have found career satisfaction inside and outside the law. Counsel to Counsel is a direct outgrowth of the blog Counsel to Counsel which Stephen Seckler has been publishing since 2005. Since graduating from law school in the late 1980s, Stephen Seckler has been advising lawyers on career and marketing issues and working with a broad mix of law firms and corporate law departments. He began blogging when legal blogging was in its infancy and his blog Counsel to Counsel was named to the ABA Journal’s Blawg 100 in 2007 and 2008 (the first two years that list was in existence). Steve has written extensively on career and marketing issues and he has spoken at many law school, law firm and bar association events. He served on the Boston Bar Association’s Standing Committee on Work Life Balance and was Vice Chair of the Law Practice Management Section of the Massachusetts Bar Association. He is active in the Senior Lawyers Division of the American Bar Association, the ProVisors business network, and has been quoted frequently in the legal and business press.