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All Posts By

Deborah Farone

Sep 29
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It’s All About the One on One Relationship

By Bylined Pieces
During a recent trip to Milan, I met with an accomplished Italian lawyer who emphasized that for him, in Italy, business development is all about relationships. It’s knowing that the lawyer you hire is someone you can trust and genuinely like.  Once that is proven, the relationship should be a long-lasting one. Just as the way we drink coffee varies between…
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Sep 27
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Building Relationships

By Insights
I received a call yesterday from a good friend, an executive director at a thriving law firm. We’ve known each other for years and while we ended up discussing business, it started my wheels thinking about relationships and how they build a business in professional services. After years of focusing the best marketing techniques in professional services, I always revisit…
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Aug 08
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The Secret of Following-Up

By Bylined Pieces
I've not followed-up. There are at least ten people I’ve met over the past year that I need to reach out to, to say hello, ask how they are doing, and possibly set up lunch or a coffee. In the fast-paced world of professional services it's easy to get caught up in immediate “must be done asap” tasks. However, one…
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Aug 05
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Cultivating a Culture

By Bylined Pieces
Culture is not a “set it and forget it” initiative. It requires consistent effort and communication to stay alive and relevant. But the payoff? A stronger firm, happier employees, and more satisfied clients. We spend an enormous amount of our lives at work  — about one-third, to be exact. For those of us in the legal profession, that time can…
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Jul 19
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How to Hold on to Your Marketers

By Bylined Pieces
As featured in American Lawyer on July, 19, 2024. Read the article here. Capuchin monkeys. Law firm marketing. Holding on to great people. An editor recently asked me, "Why is it that legal marketers leave 🏃‍♀️ their firms?" While there are several reasons, from lack of advancement to culture to compensation, there are several ways to value and retain your…
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Jul 07
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Why Storytelling Matters

By Bylined Pieces
I have been thinking a lot about how we tell stories. Whether you pitch a new piece of business or deliver annual results, it’s essential to understand the craft of storytelling. How do you present your ideas, your argument, or your “ask” in a compelling and convincing way? Each good story generally has three elements. 1. A setup, the situation…
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Jul 03
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The Prestige Professional Brand

By Bylined Pieces
Having worked for several law and consulting firms that are often referred to as prestige brands, I've discovered there is no magic to building a strong brand, whether it's one of prestige, innovation or integrity. However, there are important lessons that can help you whether you aim to be Tiffany or Target. 1. Mission and Brain Brand Understanding your firm’s…
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Jul 03
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Why Your Cool New Marketing Tech May Not Work

By Bylined Pieces
As appeared in The American Lawyer on June 13, 2024. “We bought top-of-the-line software with all the bells and whistles. We expected it to track of all of our clients, prospects, alums, pitches, and data. But it just doesn’t work.” Bring together 10 or more lawyers, and you have a law firm that needs technology and process management to operate…
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Jun 28
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Why Webinars Fail

By Bylined Pieces
What makes one webinar fail (allowing me to chop carrots while I pretend to watch) while another one, makes me wish it would go on for longer. After watching hundreds of these as a way to learn more on a topic, here are a few  ideas that might be helpful. 1. Only use visuals such as powerpoints if they are CITE…
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