successful lawyer
Subtitle: powerful strategies for transforming your practice
By: Gerald A. Riskin.
Contributors: American Bar Association. Section of Law Practice Management.
Publisher: Law Practice Management Section, American Bar Association
Published: 2005
Place of publication: [Chicago, Ill.]
Language: eng
Number of pages: 241
Subjects: Practice of law -- United States; Droit -- Pratique -- États-Unis; Cabinets d'avocat -- États-Unis; Cabinets d'avocat -- États-Unis; Relations avocat-client -- États-Unis
Notes: Includes bibliographical references and index.
Table of contents: title: Imaginative planning; title: Brainstorming to implementation; title: The Mount Everest syndrome; title: Specialty versus commodity work; title: Introduction to client-relations skills; title: Courting prospective clients; title: Meeting prospective clients; title: Handling telephone inquiries; title: Active listening; title: Managing client expectations; title: Building client rapport; title: Getting referrals; title: Delegating assignments; title: Receiving assignments; title: Giving advice; title: Expanding services: cross-selling; title: Transferring clients within the firm; title: Handling accounts exceeding estimates; title: Dealing with complaints; title: Skills conclusion; title: Becoming more valuable; title: Lawyer or consultant?; title: Doing more than required; title: Practice with courage; title: Leadership styles; title: Meetings worth attending; title: Overcoming meeting challenges; title: Defining and fostering creative thinking; title: Meetings that foster creative thinking; title: Dealing with difficult people; title: Being more entrepreneurial; title: A reason for business development; title: Moving toward emerging areas; title: Industry group tactics; title: Targeting tactics; title: Dealing with rejection; title: Your personal business advisors; title: The power of appreciation; title: Multidiscipline groups; title: Becoming more profitable; title: Harnessing technology; title: Billing and finance; title: Preparing better accounts; title: Financial discipline; title: Overcoming fee resistance; title: Managing time; title: The power of saying "no"; title: Exploiting opportunities.