![Page 1: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/1.jpg)
DSD Interactive: (510) 501-4883
Going Out on Your Own: How to Develop a Book of Business
December 8th, 20098:30 – 10:30
Santa Clara University, School of Law
Part 1: Developing your practice/Randy Wilson
-Resources: Ellen Platt
Part 2: How to build and strengthen a productive network:
Donna Bedford
<Break>
Part 3: Get visible: establishing your web presence: Rocky Laber &
Randy Wilson
Part 4: Conversation with solo attorney: Jeffrey Janoff
![Page 2: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/2.jpg)
DSD Interactive: (510) 501-4883
Part 1: Developing your practice
Randy Wilson
![Page 3: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/3.jpg)
DSD Interactive: (510) 501-4883
Developing your practice
What kind of legal experience do you have? (include law clinic, mock trial, clerking)
What aspects of the work do you like and/or excel at?
What other interests do you have and could they serve your career?
Are you well connected with the alumni program?
Friends and family connections: informational interviews?
![Page 4: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/4.jpg)
DSD Interactive: (510) 501-4883
Reach out for help
CLE: killing two birds: many programs focus on practice development
Also if attend in-person CLE, good way to meet other attorneys
Reach out to local bar/state bar for information
ABA Law Practice Management section has great resources
Ask/research about good types of solo practices
![Page 5: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/5.jpg)
DSD Interactive: (510) 501-4883
Look to your local business community
What kind of litigation is in your geographic area? (check out Courthouse News, Pacer, Findlaw, Google Scholar)
What are the big or growing industries and what are their legal needs?
Look for industry or practice niches in your area: immigration and you speak another language
Look for local industry/trade association, involved and learn area of business
Will make your legal expertise more valuable
![Page 6: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/6.jpg)
DSD Interactive: (510) 501-4883
Getting work
Check out legal temp agencies
Connect with attorneys at bar assoc. meeting or ones you know through alumni program
Ask for informational interview
Ask to contract w/ them
Friends and family connections
Don’t be shy, need to get started so ask around
Pro Bono
Good way to hone your skills/meet other attorneys
![Page 7: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/7.jpg)
Resources
Competitive Intelligence: what you need to know
for success
Practice Development: learning what’s
necessary for a successful practice
Ellen Platt, Associate Librarian and Senior Reference Librarian
![Page 8: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/8.jpg)
Part 2: How to Build and Strengthen a Productive Network
Donna Bedford
Donna Bedford, 925/932-6825
![Page 9: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/9.jpg)
Develop a Winning Game Plan
Play to your strengths and preferences Develop a winning mind set Prepare a situation analysis Formulate goals Select effective strategies and tactics Develop quarterly and monthly action plans
Donna Bedford, 925/932-6825
![Page 10: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/10.jpg)
Build and Strengthen aProductive Network
Master the “little things” Think expansively Cultivate potential referral sources Maintain personal contact with Top 20% Look for creative ways to add value Ask for leads and referrals
Donna Bedford, 925/932-6825
![Page 11: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/11.jpg)
DSD Interactive: (510) 501-4883
Part 3: Get visible: What a solo needs to do to establish a web presence
Rocky Laber
Randy Wilson
![Page 12: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/12.jpg)
DSD Interactive: (510) 501-4883
Why does my practice need a website?
It's 1905 – my business needs a phone!
Recent ABA panel states: website a must
![Page 13: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/13.jpg)
DSD Interactive: (510) 501-4883
What are the benefits of a strong website and online presence?
Visibility to clients, prospects and colleagues
Credibility: shows you take your practice seriously
Differentiation: How to stand out from the crowd
Extend and Protect your Professional Reputation
![Page 14: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/14.jpg)
DSD Interactive: (510) 501-4883
Getting started with a website
4 essential elements:
Domain name
Web host
Development
Strategy
![Page 15: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/15.jpg)
DSD Interactive: (510) 501-4883
SEO Increases your visibility
No magic bullet
Make an investment and commitment
to a strategy
Organic approach - sweat equity
PPC (Pay Per Click) Approach
![Page 16: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/16.jpg)
DSD Interactive: (510) 501-4883
Make your website’s message and content easy to read
Need to make an impression at first glance
Make sure it easy for people to learn about your
practice
Make sure what you say is professional, engaging
and proofread
Extend your brand into your web presence
![Page 17: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/17.jpg)
DSD Interactive: (510) 501-4883
How to engage in social networking
Start with a strategy: what is the goal?
Follow-up with deciding your level of commitment
Is now the right time?
Create your social networking operational plan
Remember: social networking ISN’T advertising
![Page 18: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/18.jpg)
DSD Interactive: (510) 501-4883
Your website as a social networking platform
Your website as your social networking hub:
Make sure your website platform allows for blogging and embedded social networking links
If your blog integrates with your website, its content can publish out to your LinkedIn, Facebook and Twitter accounts etc.
Your website and social media presence will enhance your online reputation
Connect your email updates to your website and integrate with your blog
![Page 19: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/19.jpg)
DSD Interactive: (510) 501-4883
Does your website support your growth strategy?
Make sure your website platform can accommodate the growth of your practice
Provide support for additional media
Allow effective use email marketing and paid search results
![Page 20: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/20.jpg)
DSD Interactive: (510) 501-4883
It's live: now what?
Your web presence evolves
Keep it current
Monitor your visibility
Stay active: take the next steps
Keep an eye on the competition
Stay connected to your developer
![Page 21: DSD Interactive: (510) 501-4883 Going Out on Your Own: How to Develop a Book of Business December 8th, 2009 8:30 – 10:30 Santa Clara University, School](https://reader036.vdocuments.us/reader036/viewer/2022062606/5513fb9e550346e2488b4650/html5/thumbnails/21.jpg)
Part 4: Conversation with solo attorney
Jeffrey Janoff, Partner Bostwick & Janoff