Whether you're launching a practice or trying to expand your book of business, Sally Schmidt shows you how to select strategies that will help you thrive and avoid those that are ineffective. From developing a reputation to developing relationships, you'll find practical tips on: positioning yourself and creating a perception of expertise through your marketing activities, networking, following up with contacts, and getting results from participating in organizations and social events, building closer and more rewarding relationships with clients and referral sources, handling difficult client situations, preparing pitches and proposals, closing the deal with prospective clients and expanding your business with existing clients, developing an effective personal marketing plan. You'll learn how marketing and business development differ, how they complement each other, and how they can help you take control of your own destiny. This complete guide from a leading law firm marketer and consultant will help you create your own sources of work, derive more satisfaction from your practice, and achieve your professional goals. Book jacket.