Use LinkedIn’s Relationships Tool to Builder Relationships

Peggy Gruenke | February 2015 | Law Practice Management for Solos

How to Use LinkedIn to Build Relationships and Track Prospects

Have you ever wondered how many of your connections are clients, referral sources, or potential clients?


  • Do you forget to send follow up emails to some of your prospects and referral sources?
  • Perhaps you regularly lose the notes that you have collected on your prospects?
  • Have you ever wished you remembered how you met a particular prospect and who introduced you?

If any of these situations are true for you, then you would find great value from LinkedIn’s built in organizational tool, the Relationship Tab, available to both free and paid members. Even if you are just getting started with LinkedIn, these are great tools to know how to use. And the larger your network grows, the more valuable you will find this feature to help you keep organized and stay on top of your networking and lead generation efforts.

This feature also allows you to save and record information on contacts in your network that you are not yet connected to (2nd, 3rd, and group connections). The benefit of this is that you can create a list of potential prospects that you would like to connect with, record information that you want to keep handy about them, and then track your efforts to connect with them.

BTW, you don’t need to worry about the information that you keep in this feature: it is all private, so no one else will see what you’ve written.

So let’s get started.

  • Just below a member’s image and headline is the Relationship and Contact Info box.
  • The Contact Info tab is a quick look at that person’s email and other social profiles they’ve shared.
  • The Relationship tab is where you’ll find the real functionality. You can see a timeline of your association (including the date you connected), as well as conversations you’ve had on LinkedIn or Gmail (if you have set up this sync feature.) You can also add notes, set a reminder to follow up, record how you met and assign a tag to the person.
  • If you are connected to the person, you will see the date that you Connected to them. If you are not connected yet, it will show the date you Saved as contact.

Continue reading

Back to Basics: 20 Tips to empower your practice

Back to basicsBy Peggy Gruenke and Alan Klevan

There is so much talk about technology in law firms, Alan and I  thought we’d take a step back and focus on some basics skills to improve your practice. Your turbocharged office should NOT be solely turbocharged with technology. So here you go.

Write a simple business plan – for you, not the bank or a potential business partner.

The goal is for you as a business owner to see the big picture and understand exactly who you are, why you’re unique, and who you are equipped to serve. Creating it will help you answer questions like “Do I have a profitable business?” or “Am I making money?” or “Am I spending too much?” or “How can I get more clients?”

Build a budget.

Without a budget you are flying blind. Create some basic financial spreadsheets that help you keep an eye on where you are spending money and how much money is coming in. If clients are paying but bank account remains low, it may be a sign to look more closely at your monthly expenses and cash flow. (Link to my article Mid Year Financial Checkup) Don’t get bogged down in details. It is paralyzing. Starting today, add a column for current month and start entering your expenses and money received. This document will evolve over the months, but at least you now have a place to keep an eye on your business.

Know how much money you need to make each month in order to keep the doors open.

You should know this number by heart. If you don’t know this number, go back to #2 and build your budget. It should be written down where you can see it every day. Put it on your wall or on your computer screen. Put a picture of your family or next vacation spot next to it. Then, everyday write down how much money came in and keep a running total so you can see how close you are to reaching your monthly “need to collect” number. This number is your “monthly nut.” Any amount over that number is your money to take home. Continue reading

Holiday season and networking opportunities

Nov 24, 2014 | Peggy Gruenke | Law Practice Management Adviser

A fresh look at the upcoming holiday season: You never know where your next client will come from.

During the upcoming holiday season, you may not enjoy going to that holiday party in the neighborhood or to the family get-together. You may even dread it. But in actuality, this is perfect time to get ahead. November and December are a slow time of year for doing business. But they are a great time of the year to do some business development.

With all the holiday parties, events, and family visits, the holiday season provides some of the best networking opportunities of the entire year. So make sure you have a stack of business cards on hand. You may even want to make sure you have a logoed sweater or polo shirt to wear while attending some of these events. If you approach this time of year with the right mindset and accept the fact that business will be slow, all these holiday parties are the prime time to make fresh connections to start the New Year off on the right foot.

Here are a few tips to keep in mind as you prepare for these opportunities.

  • Remove the word “networking” from your vocabulary. Think of these events and parties as relationship-building opportunities. You never know where your next client will come from, so be sure everyone you meet knows what you do. And don’t introduce yourself with the first words out of your mouth being “I am a lawyer . . .” Most people have preconceived notions about lawyers that may be less than favorable. So avoid any negative reactions and find a new way to introduce yourself. Such as “I help people recover losses related to a recent injury.” Or, “My business helps small business owners get started.”
  • Make it about others. Listen more than you talk and, as you listen, find clues to remember what you discussed and the person’s name. People generally like talking about themselves, their job, and family. By listening, maybe you will be able to introduce people to other people. People appreciate it when you do the networking for them, and they like to know someone who is connected. Be content listening and soak it all in.
  • Talk about something other than business. In building relationships, which is what networking is all about, you want to get to know people on a personal level, as well as a professional level. Take advantage of the holidays to relax and socialize and get to know people a little better. Think of a few questions you can ask to get the conversation going:
    • “Who else do you know at this event?”
    • “How do you know the host/hostess?”
    • “What has been the highlight of your year?”
    • “What plans do you have for next year?”
    • “What kind of business are you in?”
    • “What kinds of clients are you looking for these days?”
    • (Be prepared to answer these questions as well!)
  • Follow-up with people you met who you think could be potential referral sources or a potential client. Connect with them on LinkedIn and send them a note card asking for an opportunity to meet after the holidays.

Lastly, while you are sitting around over the long weekends, not attending any holiday events, use this downtime to cleanup your contact database, learn more about how to use LinkedIn for a business development tool, or think about what tool you are going to add to your marketing efforts in 2015.

Peggy Gruenke is owner of LegalBizSuccess, a company whose mission is to help solo and small-firm lawyers build better businesses. Peggy is active in the ABA GPSolo Division, where she heads the technology committee and is vice-chair of the national conference committee. Follow her on Twitter @PeggyGruenke.

Lawyers, do you have a game plan for your business?

Nicole at NAL







We have a daughter that for the last 16 years has been in the equestrian world of show jumping. My husband and I have great respect for her ability to enter the show ring always having a plan for how she will ride the course. In show jumping, your goal is to complete the designed course, which consists of a number of jumps or obstacles, in the fastest time, staying on course and without knocking down any rails. It requires a clear vision, a plan, and a strategy with the ability to execute and adjust when things go awry and still complete the course. Before she goes into the ring to compete, she has evaluated the competition, the course and the best path to ride. Simply put: she and her horse have a game plan.

So how well are you doing with your plan to grow and manage your law practice?

Whether a solo, an associate or a partner within a firm, you have to always have that mindset of being a business owner. A partner today may be a solo tomorrow. To grow your business, you have to focus on how to get business, deliver services, get paid and make money. This focus leads to developing clarity around what you do and how you ride the course.

While most lawyers want to have more business and grow, it is amazing how many I talk to that have not taken the time to develop even a simple business plan. As a result, the business is without a focused direction or clear strategy. And businesses without clarity about what they do, will not be as successful as a business with a game plan. Just like a rider going into the show ring without a vision and strategy will most likely fail at completing the course.

So, much like our daughter preparing for the show ring, the answer to questions like “How can I get more clients?” or “How can I find better clients?” or “Am I profitable?” begin with having a game plan. In the business world, these components are cleverly disguised as a business plan. Do you have one? A great business plan is not some pie-in-the-sky document full of impressive prose. A business plan can be as simple as a one-page document outlining the actions you will take to be successful. The key is does it provide clarity and serve as a guide for future actions and decisions.

You see, the trouble with most business plans and the reason people don’t want to create one is they are often written for someone else – a banker, an investor, or a potential partner. Instead, I say write it for yourself. It’s your chance to think through the challenges you are facing and commit to a plan of action. Form doesn’t matter.

This short article is not here to tell you how to write a business plan, but instead, to get you thinking about how clear or unclear your own business strategy may be. Maybe the end result will be that you decide to develop a game plan to help guide your business on a course for growth.

Whether just starting out or if you have been practicing for a few years, why write down your game plan? Continue reading

Are you going to be left behind?

Lawyers, Why Do You Need a Online Presence?

Because you don’t want to be left behind. People no longer reach for the Yellow Pages when they need a lawyer. They rely on friends and the internet. And if they use a friend, they then search the internet to look you up. So if you don’t have an online presence, you are probably leaving money on the table.

Social media or social networking should be a part of every lawyer’s marketing and business development plan. When a lawyer sits down to talk to me about his practice and how to get more clients, the discussion always includes a social media plan with the end goal being to leverage his/her online presence to build more relationships with referral sources and potential clients that then convert into new business.  It’s an even playing field no matter your age, type of practice, location or size of firm. If you have not started building your r online network, it’s not too late to start.

A well designed business development plan should include a social media component that moves you from hanging out on the sidelines to actually playing in the game. The sidelines are a great place to observe and plan for how you are going to participate and interact on social media but eventually you have to join the game. You have to determine what your level of participation will be, what platforms you will use and how you will interact with your new online community. The great thing about this game is that you are in control of your own success, limited only by your own schedule, effort and time. It’s quite powerful and the fun part is seeing your online connections become in-person connections.

Peggy Gruenke, Owner/Consultant LegalBizSuccess

Specializing in Law Firm Practice Management  and Business Development solo and small firm attorneys. Peggy can be found on Twitter @PeggyGruenkeLinkedIn and at  (513) 315-5750

Lawyers: Managing Your Online Presence and Directories

Tagul - Gorgeous tag cloudsOne of the wonderful things about the internet and social media is that it’s a great way to create and build an online presence without the investment of a lot of money. It can be time consuming but managing your time can be much less expensive than managing a marketing budget.  A powerful tool for accomplishing this creation and growth of your internet presence are directory listings.

Directory listings, are in short, like an online version of the yellow pages but much more powerful with the addition of profiles, links, video and reviews. There are hundreds of them and deciding which ones you want to be listed in can be overwhelming.  For example: Avvo, InfoUSA, Google+ Local, Bing Places, Yahoo Local,,,, plus many more. I see many lawyers with incomplete profiles on a number of directories. Why do you have to worry about these online directories?

Directories have risen to a level of importance  because Google moved its local search returns to its main page with the introduction of Google+ Local (formally Google Places). How Google determines which local business listings should be on the first page of Google’s search results depends a great deal on directory listings. So if you are in 5, 10, 15 or more directory listings, you are going to look good to Google’s ranking algorithm. And having reviews with your listing makes you even more popular in Google’s eyes.

While you want to be in many directories, deciding which ones to be in and entering and managing the data can be time consuming. Plus, doing it wrong can ruin your online presence. You will want to make sure you do not have duplicate or incorrect listings and you want to use keywords in each directory. Here is more information about online directories
 in an article by the folks at Get Noticed Get Found.

If you would like help creating and managing your online directories, adhering to the ethical rules, please give me a call. I can provide this service to you at  nominal one-time charge. I am also available to do in-house CLE on the  “Your Social Media Presence – Adhering to Ethics Rules While Being Social.”

Peggy Gruenke, Owner/Consultant LegalBizSuccess

Specializing in Law Firm Practice Management  and Business Development solo and small firm attorneys. Peggy can be found on Twitter @PeggyGruenkeLinkedIn and at  (5130 315-5750


One Way to Differentiate Yourself: Create a New Client Packet

Wordle: Welcome
You’ve heard and read many times about the importance of communication and managing client expectations to ensure a successful and profitable engagement. The legal business is essentially relationship based and no relationship survives, let alone thrives, without good communication. The clients may care more about the communication/relationship than your ability or the quality of your work product. So if at that initial client meeting, you can put yourself in their shoes and see the experience through your client’s eyes and anticipate their needs and questions, you are one step ahead of your competitors.

A well designed new client packet can create a client experience that will be memorable, differentiate you from other attorneys in town and build the foundation for a successful and profitable engagement.   A New Client Welcome Package assures your new client is properly welcomed into your practice. In this article, I want to layout items that should be part of a new client welcome packet.

First impressions matter. So invest in getting nice quality folders designed.  On the cover, include your logo, address, website, and phone number. List practice areas on the back of the folder. A welcome package in a folder also provides a place for clients to keep important documents or information throughout the engagement.

Include the following items in your welcome packetContinue reading

Tips from ABA TechShow: iPad Apps to Use in Your Litigation Practice

Ipad 2Attending the ABA TechShow is one of my favorite conferences  for 4 reasons:

  1. The top notch  speakers who are experts in their topic;
  2. The attendees (solo/small firm lawyers, IT folks and law firm administrators) are all there in collaboration mode to share and learn from each other;
  3. The vendors with great products to add efficiency and productivity to your practice, and
  4. You get to meet, in person, all the people you have been following on social media.

As follow-up to the iPad CLE seminar on Friday, I wanted to give you a list of iPads apps talked about at the TechShow, particularly, apps for litigators. The below summary comes from presentations by Jeff Richardson, Ben Stevens, Paul Unger, and Tom Mighell (author of book, iPad Apps in One Hour for Lawyers) and additional research I conducted. With apps being so cheap, if you are curious, just buy it. You may also want to use an app that your co-workers or friends are using so they can help you better use and learn the app.

Why has the iPad become such a useful tool for lawyers? It is one of the biggest innovations in legal technology in the past 3 years. The design is simple, lightweight and the functionality is equally as nice with new legal-specific apps constantly being developed. So if you carry around your legal pad and Redwell to the courtroom, this summary of apps will have you thinking about dumping all that paper and using the iPad as your legal pad and digital folder. For courtroom work, the iPad can be used to access exhibits, pleadings, legal research, depositions, and other documents you may need in a hearing or at a trial. And it’s so easy to carry.

First, worth mentioning, when purchasing an iPad, do you spend the extra $100 or so for a model that supports 3G and 4G LTE on AT&T, Sprint or Verizon. Or do you purchase the less expensive Wi-Fi only model where you can use the hotspot feature on your iPhone, a hotspot device or the readily available free Wi-Fi. I will mention the risk of being on an unsecured, free Wi-Fi internet – if you are using your iPad as a tool for your practice, you should invest in secured access via a data plan from your cellular provider.

Deadline Calculators:

  • Court Days Pro ($2.99) This program turns your iPhone, iPad, or other iOS device into a court date calculating machine. By inputting rules for various “trigger” events, Court Days Pro will be able to instantly create all the deadlines that accompany it. It’s a handy piece of software. However, the biggest problem is that the set-up process can be pretty time-consuming. The app requires a lot of initial input on the user’s part. Once you do get it up and running though, Court Days Pro can easily become a lawyer’s best friend.
  • Lawyer’s Professional Assistant ($4.99) This app from Wolfram Apha, is a reference tool to help lawyers with a number of calculations that may be relevant in your practice. Such as calendar computations, legal dictionary, statute of limitations for each state, financial computations including settlement and fees calculator, real estate law calculations, plus more. Here is a good article written by Gyi Tsakalakis reviewing this app:

Document Review and Organizers:

  • Circus Ponies Notebook ($29.99) is a powerful tool for organizing notes, research, and even full case files.  Besides it has a name that has to make you wonder. Some attorneys use Circus Ponies Notebook as their trial notebook in the courtroom, enabling a lawyer merely to carry an iPad around rather than be weighed down with boxes of transcripts, file folders, and all of the other piles of paperwork created in preparing for trial. This app has great search functions, ability to take notes, and even a voice annotation feature.
  • ReaddleDocs (FREE)  is a document manager for the iPad which saves documents so they can be accessed anywhere. ReaddleDocs can access PDFs, MS Office documents (Word, Excel, and Powerpoint), Apple iWork files, and any other document converted to PDF. PDFs in ReaddleDocs can be highlighted using multiple colors, and notes can be added directly to the files. Files can be uploaded or downloaded using many file sharing services. As an iPad app for lawyers, ReaddleDocs is a great tool for reading and marking depositions and trial transcripts. Important pages can be tabbed, significant passages can be highlighted, and reference notes can be added from the iPad without having to open the file on the computer.
  • Quickoffice Pro HD ($19.99) Another office suite option that can perform the core features found in Microsoft Office on your desktop. This app is one of the top choices for legal professionals because of its robust functionality in viewing and editing Word, Excel and PowerPoint files.


  • The Deponent App ($9.99) – With this deposition questions and exhibits outline application, attorneys can select from over 150 deposition questions by customizable categories, including admonitions or expert qualifications; organize the order of questions; and customize the questions for their witnesses. Questions can be linked to an exhibit. Exhibits can be loaded into the app from DropBox in PDF, Word and other file formats, so you can view the exhibits while you are asking questions and even show the witness during the deposition. Very cool.
  • TranscriptPad ($49.99) – Once depositions have been taken, load them into TranscriptPad to review and create designations. Simple issue coding, highlighting and flagging are the backbone of TranscriptPad. TranscriptPad has a powerful search tool that allows you to find key words. Your search results will display the number of times your search term was used per transcript, and also the page and line. And once your designations are done, you can create a report and email them to co-counsel, judges or clients. When you import your transcripts, at the same time you can import your exhibits into a folder which is automatically created in your case, and then access them easily as you read.

Jury Selection/Tracking:

  • JuryTracker ($4.99) – JuryTracker is a unique jury observation tool that allows the trial attorney, paralegal, jury consultant and client to observe and report on juror behavior in a consistent, concise and effective way.
  • iJuror ($9.99) – Developed with the help of many attorneys, iJuror is juror selection for the 21st century. Simply tap the seats to add juror information, add notes, and drag-and-drop to choose jurors and alternates, and to dismiss jurors. Configurable for seating arrangements of up to 60 jurors.
  • Jury Duty ($29.99) – Jury Duty is an innovative app that will give you the control you need to take voir dire to the next level. During voir dire, you have a limited amount of time to get to know the potential jurors. This app helps speed the process, with tools to customize voir dire and capture critical information with seating charts and question lists.

Presenting Evidence:

  • TrialPad ($89.99) – TrialPad for the iPad is a powerful tool for organizing case presentations for the courtroom. Unlike many apps which have merely been adapted by lawyers to use in their practices, TrialPad was specifically designed by lawyers for use in the courtroom. TrialPad enables attorneys to organize, annotate, and manage their case files for court hearings, jury trials, mediation presentations, and other settings. To use a document or photo in TrialPad, it merely needs to be converted to a format compatible with Adobe PDF. Along with tools such as highlight, redline, and redact, TrialPad allows you to display images and exhibits using a projector or a monitor.
  • Exhibit A ($9.99) – Present your key documents, photos and videos in the courtroom or boardroom in a beautiful fullscreen HD display. Presentation tools let you highlight, mark and call-out key sections of your exhibit instantly, in real time. A virtual laser pointer improves visibility as you emphasize your points.
  • MagicPlan (Free) – This app lets you measure rooms and draws a floor plan just by taking pictures. You can then get the floor plan for exhibits and presentations in PDF, JPG and DXF format, or publish an interactive floor plan on the web. MagicPlan CSI (Free) measures crime scenes with menus that allow you to position and document evidence and create PDFs and graphics to use in reports.

Legal Research:

  • Fastcase (Free) – The Fastcase app allows subscribers to the legal reference service to search its growing virtual law library on the go, in the palm of their hand —including cases and statutes from all 50 states and the federal government. Search by citation or keyword (in Boolean or natural language), or browse statute collections.
  • Black’s Law Dictionary ($54.99) – For more than a century Black’s Law Dictionary® has been the standard for the language of law. Today it’s the most widely cited law book in the world. The 9th Edition contains more than 45,000 terms, alternate spellings or equivalent expressions for more than 5,300 terms, and West key numbers.
  • Law Stack (Free) – A “legal library for your pocket,” Law Stack comes preloaded with the U.S. Constitution, Federal Rules of Civil Procedure, Federal Rules of Criminal Procedure and much more. Plus, state codes can be added to your “stack” from the apps embedded collections.
  • LawBox (Free) – Provides free access to all federal law – rules, codes and rhe Constitution. You can also purchase rules for certain jurisdictions at $4.99 each.
  • FedCtRecords ($9.99) – this is an iPhone app but completely worth the purchase for your iPad. The app provides access to your Pacer account.

I hope this summary, although not short, was helpful. Here are some additional links about top apps for lawyers.

Peggy Gruenke, LawBizCOO

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Some random tips and ideas to help you grow your practice.

Wordle: Random TipsSome Random Tips and Ideas for Growing your Business

I have been writing a CLE program for New Lawyer Training to present to the Cincinnati Bar Association. I realized that some of this information is probably good to hear again – no longer how long you have been in practice. This is a compilation of my thoughts, some from my friend Matt Homann and some from an article by AttorneyatWork. I hope you find some of these useful and even try a few.

  1. Write something for a publication – bar association, community newsletter, trade association publications, a client newsletter. Add links to article on your website and Linked In profile and send copies to clients.
  2. Include you assistant in client meetings – he/she is part of your team and more valuable than you may realize, if you have a good one.  (if you don’t have a good one, then get a good one).
  3. Keep a business development journal so you can remember who you met, promises made, what you did (follow-up) and whether it worked. Find a system that works and stick to it.
  4. Read the business media daily or set up a RSS feed – Courier, Enquirer – and drop a note to clients or prospects you see mentioned.
  5. People skills will take you a long way – be charming, empathetic, and attentive. People will remember you for how you treated them not necessarily the result you got.
  6. Be accessible – write you cell phone number on the back of your business card before handing it to clients – it shows they matter to you.
  7. Business cards – always carry them and have them easily accessible.
    1. Update your cards with QR codes and something interesting about you – become more memorable.
  8. Add keywords to your LinkedIn profile and website bio – get found more quickly.
  9. Take the time to recommend good people on their LinkedIn profiles. Ask them to do the same for you.
  10.  Delegate everything except those things only you can do. Life is short – make your practice more profitable by engaging help of others who can assist you.
  11.  Use Evernote to organize your online research. Lots of other uses but start here.
  12.  Optimize your website for mobile – think about it. Do you wait until you get back to the office to look up something or somebody?
  13.  Learn how to use punctuation correctly. Letters to clients, blogs, and recommendations you write.  If you can’t, then pay someone to review your content.
  14.  Support a cause and volunteer your time.
  15.  Identify the most successful businesses in your community and find out who is in charge there. Take them out to lunch. Learn about their business. Foster a new relationship.
  16.  Write a personal note card to someone – once a day.  Maybe takes all of 10 minutes. You want people to notice you, this will get their attention. Look through your business development spreadsheet, LinkedIn contacts, neighbors, boards you serve on, alumni friends and people at your kid’s schools.
  17. Start a list of business books to read. Every week set aside 60 minutes to read a random chapter in each. Take notes and start a list of cool ideas.
  18. Ask for testimonials from your favorite clients and publish these on your   website. Save them in a book or frame them – start a wall of testimonials in your office.
  19.  Do a random act of kindness once a week. It’s uplifting and makes you grateful for what you have.
  20.  Ask for feedback from clients, co-workers, and peers – listen and take notes. Don’t comment or dispute. Just listen

More WOW Tips for Retaining Clients



In a previous post, I talked about marketing as two different processes: Retaining Clients and Attracting New Clients. For this article, I am going to keep the focus on retention. Why? Because a satisfied and loyal client is likely to give you more of their business and bring new clients through referrals to friends, neighbors and colleagues. Which leads us back to the thought that more future value may be gained by retaining an existing client than by attracting a new client.


Any savvy attorney recognizes the need to develop creative ways to be memorable leading to repeat business and referrals. A successful, profitable engagement incorporates great client service throughout representation. At the end of your engagement, how can you create WOW moments that will leave your client spreading great news about you and your firm? Here are a few more tips on how you can turn your clients into raving fans.


The final invoice. How the heck can you make this usually painful experience a memorable one? If you have been successfully communicating with your client and building a relationship, you may now know if they are involved in any non-profits or have a passion supporting a local organization. Here’s a WOW tip: take the professional discount you were going to apply to the final invoice and convert it into a donation to their organization. Make sure this gesture does not go unnoticed by including a cover letter thanking the client and explaining your donation. You can also split the discount – half as a discount and half as the donation. I think you’ll agree that this is pretty memorable and something to talk about.


The second WOW idea is centered on delivering those final documents to your client now that the engagement is over. There are always final documents that need to be picked up or original documents that you collected during the engagement that need to be returned.  Use this opportunity to touch base one more time and make it a WOW moment. Instead of having the client pick up the documents, have your law firm administrator deliver the documents to the client’s office or home or better yet, deliver them yourself. Now this alone is nice, but let’s makes one simple change to make it a memorable experience. Include a platter of cookies, maybe even logo cookies. With the cookies, include a branded postcard that thanks the client for using your services and lists additional legal services provided by your firm. Leave a stack of your newly branded business cards (with your QR code) for employees of the company to pick up.

I’d be curious to know if any one tries one of these ideas and the reaction you get from your client.

Peggy Gruenke, Chief Operating Officer and Business Development, More articles available on my blog LawBizCOO.