Articles ::
Marketing PlanningMarketing Department/Staffing
Training
Research
Business Development/Cross Selling
Client Service
Practice Group Marketing
Other
Sally Schmidt has written more than 200 articles on a variety of marketing topics for the legal industry:
"Writing Your Annual Marketing Plan," Attorney at Work, November 8, 2022
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"Committing Time to Marketing Your Law Practice," Attorney at Work, February 25, 2020
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"Setting Practice Priorities: A Three-Part Process" Attorney at Work, August 14, 2019
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"Planning a Strong Fourth Quarter for Your Law Practice," Attorney at Work, October 29, 2018
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"Upping Your Marketing Game," Attorney at Work, December 7, 2015
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"Expertise Marketing: The Value of Credentials," Attorney at Work, September 24, 2015
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"Tips for Creating Some Marketing Discipline," Attorney at Work, May 28, 2015
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"Marketing Where You Are: Build on a Passion," Attorney at Work, February 16, 2015
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"Take Stock of Your Marketing and Business Development Activities," Attorney at Work, January 5, 2015
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"Make Your Marketing More Persuasive," Attorney at Work, November 17, 2014
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"Best Way to Organize Your Contacts," Attorney at Work, October 21, 2014
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"Marketing to the Bar," Attorney at Work, April 17, 2014
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"Lawyer Marketing as Easy as 1-2-3," Attorney at Work, October 22, 2013
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"Lawyer Marketing Begins at Home," Attorney at Work, June 17, 2013
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Marketing Advice From the Experts, The Legal Intelligencer, December 18, 2012
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"Making Time for Marketing," Law Practice, May/June 2012
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"Being a One-Trick Pony: Developing Collaborative Relationships with Other Firms," Law Practice, September/October 2011
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“Open Minds and Ears: The Keys to Thriving in the Future," Law Practice, January/February 2010
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"The Whys and Hows of Industry Marketing," Law Practice, June 2009
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"Things to Do in a Slow Economy: Investing for a Turnaround," Law Trends & News Practice Area Newsletter, Spring 2009
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"Things to Do in a Slow Economy: Investing for a Turnaround," Law Practice, September 2008
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"Before You Leave: Making the Marketing Handoff," Law Practice, December 2007
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"Developing a Marketing Budget: Dollars and Sense," Law Practice, December 2006
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"How Can You Tell if Marketing is Working? Tips for Measuring ROI," Law Practice, June 2006
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"The Solution to Inertia? Think Small," Law Practice Management, March 2005
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"Costly Marketing Mistakes: Don\'t Be the Poster Child," Law Practice Management, March 2004
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"Measuring Your Marketing ROI," Law Practice Management, November/December 2002
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"Good Ideas for Marketing Any Size Law Firm," Law Practice Management, September 2002
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"Building Your Law Firm\'s Brand," Law Practice Management, September 2001
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"Marketing Without a Vision," Law Practice Management, May/June 1999
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"What Is Your Firm\'s Product?," Law Practice Management, September 1998
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"Look Outside the Law Firm," Law Practice Management, March 1998
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"Stepping Up To Smart Marketing," The American Lawyer, September 1996
"Marketing the Small Law Firm," Independence Chapter of the Association, Summer 1993
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"What You Need to Know to Create Your Marketing Budget," Leadership & Management Directions, Spring 1992
With: Donna L.G. Shaft
"Firms Redirect Their Marketing Strategies With Eye on the Future," The National Law Journal, January 14, 1991
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"Results of Marketing Activities Can Be Measured," Illinois Legal Times, April 1989
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"Not Getting Away From It All: The Marketing Retreat," Illinois Legal Times, March 1989
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"Legal Marketers Growing Influence," Peer to Peer Magazine, Spring 2015
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"Professional Development: It\'s Not Just for Lawyers," Law Practice, September/October 2010
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"Business Development," Strategies: The Journal of Legal Marketing, March 10, 2010
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"Investing in your Marketing Department," Lexpert, September 2006
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"Landing Your Next Job," Strategies, May 2004
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"Finding the Right In-house Professional," Law Practice Management, May/June 2003
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"Trends in the Law Firm Marketing Position," Law Marketing Exchange, February 1998
"You Ain\'t Seen Nothin\' Yet: The Law Firm Marketing Department of the Future," Marketing For Lawyers, December 1997
"Applying Marketing Principles to the Marketing Department (or Practice What You Preach)," Law Marketing Exchange, June 1996
"Making Way for Your Marketing Director," Minnesota Lawyer, March 1990
"Making Way for Your Marketing Director," Illinois Legal Times, October and November 1989
"What Kind of Marketer is Right for You?," Marketing for Lawyers, July 1989
"How to Hire Marketing Professionals," The National Law Journal, August 15, 1988
With: Fran Senner-Hurley
"Firm Development Mobilized by a \'New Breed\' of Resource," The National Law Journal, August 25, 1986
"Getting Proactive in Your Marketing Efforts: How to Take the Lead," Law Practice, September 2007
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"Can Business Development Skills be Taught?," Lexpert, April 2006
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"The New Generation of Lawyers: Planting the Marketing Seed," Law Practice, December 2005
Awarded the 2006 Edge Award for Best Column
"Teaching New Lawyers to Market," Law Practice Management, May/June 2001
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"The Seven Habits of Unsuccessful Marketers," Law Practice Management, September 2000
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"Internal Marketing Spawns Increased Legal Business," The Marketing News, June 21, 1985
“Following Up on Client Feedback: The Key to the Survey Process," Law Practice, September/October 2009
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"Tips for Using Competitive Intelligence in Your Marketing Efforts," Law Practice, March 2009
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"The Power of Market Research," Law Practice Management, November/December 2003
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"The Importance of Client Surveys - from the Client\'s Point of View," Strategies, October 2001
"Using Knowledge Management to Improve Your Marketing," Law Practice Management, November/December 2000
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"Getting Client Input: What\'s the Point?," The Law Marketing Portal, October 2000
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"NALP Survey, Focus Groups Give Insight Into Associate Retention," Law Firm Partnership and Benefits Report, July 1999
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"Attrition - Don\'t Just Watch Your \'Product\' Walk Out the Door," Law Practice Management, November/December 1998
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"Myths About Market Research," The Verdict, February 1998
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"Looking In on Focus Groups," The Recorder, October 8, 1993
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"Looking In on Focus Groups," The American Lawyer Management Service, September 1993
"Selling Your Lawyers on Client Surveys," The American Lawyer Management Service, March 1991
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"Look Before You Make the Marketing Leap," Illinois Legal Times, May 1990
"The Client Audit: Protecting Your Assets," The Iowa State Bar News Bulletin, February 1990
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"How to Conduct a Client Audit," Illinois Legal Times, February 1989
Business Development/Cross Selling
"From the Client’s Perspective: How to Keep Client Relationships From Veering Off Track?," Attorney at Work, June 27, 2024
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"What’s Your Law Practice’s Value Proposition?," Attorney at Work, April 23, 2024
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"You’re Not Busy? Marketing Activities to Get You Through a Work Drought," Attorney at Work, March 26, 2024
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"Business Development Strategy for Lawyers | Open the Playbook," Attorney at Work, January 26, 2024
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"Differentiating Yourself," Attorney at Work, September 14, 2023
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"Building Confidence in the Quality of Your Services," Attorney at Work, June 28, 2023
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"Make Rain by Forming Good Habits," Attorney at Work, May 18, 2023
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"Turning Rate Increase Discussions Into Opportunities," Attorney at Work, March 21, 2023
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"Review and Reset Your Marketing and Business Development Activities," Attorney at Work, February 1, 2023
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"Moving a Client from Satisfied to Loyal," Attorney at Work, November 22, 2022
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"Positioning Yourself for Online Opportunities," Attorney at Work, October 20, 2022
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"Targeting an Industry Niche," Attorney at Work, July 25, 2022
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"Branching Out to Expand Your Clientele," Attorney at Work, June 16, 2022
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"Diving Back Into Conferences: Ways to Brush Up Your Form," Attorney at Work, March 29, 2022
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"Struggling to Reach Potential Clients? Find the Middleman," Attorney at Work, February 25, 2022
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"Your Professional Attitude May Need an Adjustment," Attorney at Work, January 26, 2022
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"Marketing and Business Development: Show and Tell," Attorney at Work, December 14, 2021
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"Keeping Clients While Managing Extraordinary Change," Attorney at Work, October 19, 2021
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"Seven Ways You May Be Sabotaging Your Business Development Efforts," Attorney at Work, September 27, 2021
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"Lawyer Networking: Are You a Spoke or a Hub?," Attorney at Work, August 24, 2021
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"Marketing When You’re Too Busy for Marketing," Attorney at Work, July 26, 2021
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"What Will Hybrid Marketing Look Like for Law Firms?," Attorney at Work, June 15, 2021
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"Business Development Starters for Law Firm Associates," Attorney at Work, May 27, 2021
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"Warming Up a Cold Contact," Attorney at Work, April 26, 2021
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"Embrace Permission Marketing," Attorney at Work, March 24, 2021
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"Following Up Naturally: Tips for Nurturing Business Relationships," Attorney at Work, February 18, 2021
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"Be the Firm’s Go-To Lawyer," Attorney at Work, January 21, 2021
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"Sharing Origination Credit: Be a Cross-Selling Team Player," Attorney at Work, November 17, 2020
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"To Build a Stronger Personal Connection With Clients, Highlight Common Interests," Attorney at Work, October 15, 2020
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"Six Business Development Strategies for Lawyers," Attorney at Work, August 25, 2020
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"Five Lawyer Marketing Fundamentals," Attorney at Work, July 22, 2020
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"Targeting an Industry Niche," Attorney at Work, May 19, 2020
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"What’s Your ‘One Big Thing’ for 2020?," Attorney at Work, December 12, 2019
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"Get Specific With Your Ask," Attorney at Work, October 29, 2019
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"What Do You Do? Crafting Your Elevator Speech," Attorney at Work, September 26, 2019
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"Create Informational Tools for Your Clients" Attorney at Work, June 26, 2019
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"Stepping Up to Marketing Success" Attorney at Work, May 30, 2019
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"Cultivating Internal Referral Sources" Attorney at Work, April 25, 2019
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"Rewarding Your Referral Sources" Attorney at Work, March 26, 2019
"Biggest Obstacle to New Business for Law Firms?," Attorney at Work, February 28, 2019
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"Building Stronger Client Relationships Despite the Obstacles," Attorney at Work, December 18, 2018
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"Marketing Discreetly - Ways to Market Your Experience Without Violating Client Confidences," Attorney at Work, September 20, 2018
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"Packaging Yourself - Five things that contribute to a favorable first impression," Attorney at Work, August 23, 2018
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"Making Firm Meetings and Retreats Personally Productive," Attorney at Work, June 21, 2018
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"Follow Up to Increase Your Chances of Getting Business," Attorney at Work, May 23, 2018
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"Business Development Skills That Don’t Take Talent," Attorney at Work, April 30, 2018
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"Make the Most of Business Development Meetings," Attorney at Work, February 14, 2018
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"Be the Hub, Not the Wheel," Attorney at Work, January 18, 2018
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"How to Work the Room at Networking Events," Attorney at Work, December 20, 2017
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"Writing Your Annual Business Development Plan," Attorney at Work, November 21, 2017
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"Checklist for Staffing Your Law Firm’s Trade Show Booth," Attorney at Work, October 25, 2017
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"Seven Ways You May Be Sabotaging Your Business Development Efforts," Attorney at Work, September 27, 2017
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"Keep Your Law Practice Ahead of the Curve," Attorney at Work, September 6, 2017
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"How to Work the Room at Networking Events," Attorney at Work, May 23, 2017
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"Writing Your Way to New Business," Attorney at Work, April 27, 2017
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"Marketing with a Purpose: Set Objectives," Attorney at Work, March 27, 2017
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"The Client Relationship Meeting," Attorney at Work, February 23, 2017
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"What You Don’t Know CAN Hurt You," Attorney at Work, January 19, 2017
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"Your Secret Marketing Weapon," Attorney at Work, October 26, 2016
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"Building Relationships With Contacts," Attorney at Work, July 7, 2016
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"Leap Your Business Development Hurdles," Attorney at Work, June 2, 2016
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"The Power of Facts in Marketing," Attorney at Work, April 25, 2016
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"Cross-Selling Made Simple," Attorney at Work, February 24, 2016
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"Control Your Own Destiny through Business Development," Attorney at Work, August 24, 2015
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"Marketing: Capitalizing on New Developments," Attorney at Work, July 16, 2015
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"Expand Your Universe of Contacts," Attorney at Work, April 23, 2015
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"What is Your Brand?," Attorney at Work, March 19, 2015
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"Looking for Business with the Right Outside Organization," Attorney at Work, September 22, 2014
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"How to Market Your Services," Attorney at Work, August 26, 2014
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"More Business Development Tips for Associates," Attorney at Work, July 21, 2014
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"Business Development Starters for Associates," Attorney at Work, June 25, 2014
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"Invest in Yourself," Attorney at Work, May 27, 2014
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"Online Profiles: Presenting the Best Version of Yourself," Attorney at Work, March 20, 2014
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"Meeting With a Purpose," Attorney at Work, January 20, 2014
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"Starting the Year Right: Business Development Goals for Every Lawyer," Attorney at Work, December 16, 2013
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"Build Communities, Build Business," Attorney at Work, November 18, 2013
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"Look Outside the Legal Biz," Attorney at Work, September 17, 2013
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"Thought Leadership for Lawyers: Hit the Mark," Attorney at Work, May 20, 2013
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"Be Enthusiastic," Attorney at Work, April 17, 2013
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"Building Relationships with Non-Clients," Attorney Journal, San Diego Edition, Volume 116, 2013
"Stand Out from the Crowd," Attorney at Work, March 20, 2013
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"Personalize Your Message," Attorney at Work, February 29, 2013
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"Engaging Associates in Business Development," Law Practice, September/October 2012
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"Solidifying Relationships with Old-Fashioned Networking," Law Practice, January/February 2012
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"Asking a Question is a Marketing Technique," Law Practice, November/December 2011
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"Creating a Game Plan for Your Contacts," Law Practice, May/June 2011
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"Punching Above Your Weight: Strategies for Smaller Law Firms," Law Practice, January/February 2011
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"Building Relationships with Non-Clients: 20 Next Steps to Take," Law Practice, December 2008
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“How Diversity Can Play a Role in Your Firm’s Business Development,” Law Practice, June 2008
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"Aligning Marketing Materials with Business Development," Law Practice, September 2006
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"Mining Your Client Base for Opportunities," Lexpert, June 2006
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"It All Begins with Your Target Audience," Law Practice, September 2005
"Make or Break Steps for Winning the Business," Law Practice, June 2005
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"Four Steps to Taking Control of Cross-Selling," Law Practice Management, November/December 2004
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"Law Firms Shift from Strategic Positioning to Business Development," Of Counsel, October 2001
"Marketing to the Middleman," Law Practice Management, March 2001
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"Choosing Sides," Law Practice Management, May/June 2000
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"Developing New Business by Developing Relationships," ALI-ABA CLE Review, August 1999
"What Does the Prospect Really Need?," Law Practice Management, November/December 1997
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"Selective Marketing: Not Everyone\'s a Client," The Connecticut Law Tribune, May 29, 1995
"Prospecting for Clients," The American Lawyer Management Service, March 1995
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"What Marketers and Lawyers Can Do to Cross Sell," The Law Marketing Exchange, January 1991
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"Branch Offices Help Develop Business," Illinois Legal Times, May 1989
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"Narrow Your Target," Illinois Legal Times, November 1988
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"Walking in Your Client’s Shoes," Attorney at Work, February 22, 2024
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"When Things Go Wrong With Clients," Attorney at Work, October 24, 2023
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"Lawyer Billing Is Marketing: 11 Ways to Write Better Invoices and Time Entries," Attorney at Work, August 22, 2022
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"Building a Solid Relationship With Clients Throughout the Client Journey," Attorney at Work, August 16, 2022
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"Legal Pricing: Good Lawyers Talk Money With Their Clients," Attorney at Work, May 24, 2022
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"Earning a Client’s Trust: What It Takes," Attorney at Work, March 19, 2020
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"How to Make the Most of Client Visits," Attorney at Work, January 22, 2019
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"Service Delivery Takes Center Stage," Attorney at Work, July 30, 2018
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"Understanding the Client’s Decision," Attorney at Work, July 19, 2017
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"Dealing With an Upset Client," Attorney at Work, June 22, 2017
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"Making Clients’ Lives Easier," Attorney at Work, November 29, 2016
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"How Effective Communicators Help Clients Understand," Attorney at Work, October 6, 2016
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"Lawyer, Know Thy Client," Attorney at Work, July 28, 2016
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"Teaming Up for a Prospect Pitch Meeting," Attorney at Work, March 23, 2016
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"Increasing Contact With Clients," Attorney at Work, January 21, 2016
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"Running a Client Team," Attorney at Work, October 26, 2015
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"Addressing Pricing Questions," Attorney at Work, January 27, 2015
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"Get Feedback from Your Clients," Attorney at Work, February 20, 2014
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"Billing is Marketing," Attorney at Work, August 22, 2013
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"Good Lawyers Talk Money with Their Clients," Attorney at Work, July 17, 2013
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"Collaborating with Clients to Shape your Services," Law Practice, May/June 2010
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“Following Up on Client Feedback: The Key to the Survey Process," Law Practice, September/October 2009
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"Transitioning Your Client Relationships: Key Steps for a Smooth Succession," Law Practice, March 2006
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"Creating a Client Service Culture," Lexpert, February 2006
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"An Idea That Works: Organize Around Your Clients," Law Practice Management, September 2004
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"Controlling Your Destiny," Law Practice Management, May/June 2002
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"Building Client Relationships in an Age of Change," Law Practice Management, March 2002
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"Lessons Learned: How Clients Can Help You Make Better Decisions," Strategies, July 2000
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"Getting Clients Invested in Your Firm," Law Practice Management, September 1999
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"Market the Firm With Customer Service: Three Low-cost Tactics," Law Office Administrator, September 1997
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"Administrators Can Improve Client Relations," OLMANET, Oregon Chapter of the Association of Legal Administrators, July/August 1997
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"New Ideas for Keeping Clients Happy," Lawyers Weekly USA, June 16, 1997
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"Putting Clients at the Heart of Your Firm\r\n\r\n," Professional Marketing, May 1997
"Creating Partnerships With Clients," Practice Development News, April 1995
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"Administrators Can Improve Client Relations," The Verdict, February 1995
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"How to Convey Quality in Your Routine Legal Work to Clients," Law Office Management & Administration Report, April 1992
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"Six Steps to Service Excellence," Leadership & Management Directions, Spring 1992
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"Client Care," The Law Marketing Exchange, November 1990
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"The Client Service Edge: The Key to Your Firm\'s Future," Law Practice Management, April 1990
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"To Keep Clients Happy, Keep in Touch," The American Lawyer, December 1989
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"Pave the Way for Better Client Relations," Marketing for Lawyers, December 1989
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"Finding Ways to Follow Up," Illinois Legal Times, September 1989
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"What Do Clients Want?," Minnesota Lawyer, August 1989
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"How to Find and Keep the Keepers: Client Relations," Minnesota Law Journal, January 1989
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"Learn From the Client," Illinois Legal Times, December 1988
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"Support Staff Joins the Marketing Effort," Marketing for Lawyers, June 1987
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"The Whys and Hows of Industry Marketing," Law Practice, June 2009
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"Creating Communities Through Affinity Marketing," Lexpert, June 2007
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"Effective Branding is a Practice Group Activity," Law Practice, May/June 2004
"Should You Productize Your Services?," Law Practice Management, July/August 2003
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"Niche Marketing: Repackaging Your Expertise," Law Practice Management, March 2000
"Marketing a Litigation Practice," Law Practice Management, December 1999
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"Target Marketing: Not Just for Products Anymore," Marketing For Lawyers, April 1997
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"Taking Care of Business," The Compleat Estate Planning Attorney, January 1996
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"Your Staff Can Help Build Relationships With Elderly Clients," Serving Elderly Clients, August 1994
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"Marketing the Specialty Practice Area," The American Lawyer Management Service, September 1990
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"Legal Experts Discuss impact of Economics and Coming Trends,” Strategies: The Journal of Legal Marketing, February 10, 2010
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“Keeping Up With Marketing Speak,” Law Practice, March 2008
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"When Is a Credential Really a Credential? Assessing Lawyer-Ranking Directories," Law Practice, June 2007
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"Marketing and Women: There are Differences," Lexpert, April 2007
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"How to Make the Most of Your Lateral Lawyers," Law Practice, March 2007
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"Technology’s Impact on Marketing," Lexpert, February 2007
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"The Pay Play," Lexpert, November/December 2006
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"Is Your Marketing Stuck Inside the Box?," GP Solo, September 2006
With: Linda Hazelton, Phyllis Weiss Haserot, Mark Beese, and Diane E. Hamlin
Awarded the 2006 Edge Award for Best Article
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"Insights and Observations on Twenty Years of Law Firm Marketing," The Complete Lawyer, March 2005
"Delegating Marketing," Law Practice Management, March 2003
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"Turning Lemons into Lemonade," Law Practice Management, May/June 1998
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"Heat, Humidity, and Billing Statements," Law Practice Management, September 1997
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"Do You Recognize Your Marketing Program?," The Verdict, September 1997
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"Back to the Basics," The Verdict, May 1997
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"It Works! Case Study of a Successful PR Program," Law Marketing Exchange, February 1996
"Back to the Basics," Legal Management, January/February 1996
"One Quick Question," NALP Bulletin, September 1995
"Maximizing Returns on Limited Resources," The Recorder, May 5, 1995
"Focus: Working Effectively Together," Cabrillo Communique, Association of Legal Adminstrators-Cabrillo Chapter, January 1994
"Focus: Marketing for Women Lawyers," Leadership & Management Directions, Fall 1993
"Beyond the \'Quality\' Rhetoric," Wisconsin Association of Legal Administrators Newsletter, Spring 1993
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"State of Law Firm Marketing Activity," Marketing for Lawyers, June 1992
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"In-House Legal Staff Can Market Its Own Product," The National Law Journal, March 16, 1992
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"Are Law Firms Making Any Progress?," The Bottom Line, February 1992
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"A Survey of Law Firm Marketing," The American Lawyer Management Service, December 1990
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"Proposal from Sally J. Schmidt: First, Make Partners Accountable," The American Lawyer, December 1990
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"Marketing: It\'s More Than Just a Fad," The Iowa State Bar News Bulletin, November 1989
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"Designing a Marketing Information System," Illinois Legal Times, July 1989
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"Law Firm Brochures: They\'re Here to Stay," Ohio Law, October 1988
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"Which Pricing Option is Right for Your Firm?," Marketing for Lawyers, September 1988
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"Making \'Pricing\' a Marketing Priority," Marketing for Lawyers, August 1988
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"Focus on Attorney\'s Good Ideas," Marketing for Lawyers, November 1987
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"Law Firm Brochures: They\'re Here to Stay," Minnesota Lawyer, August 1987
"Law Firm Marketing: Beyond Brochures and Bates," Bench & Bar of Minnesota, October 1984
With: Ken Roering
- Book: Marketing
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Schmidt Marketing, Inc.
P.O. Box 24198
Edina, Minnesota 55424