Harry Beckwith, Selling the Invisible; The Invisible
Touch; What Clients Love -- A wise and wonderful
set of books full of sage advice and thought-provoking
ideas on marketing and client relationships. Worth reading
again and again.
Alan Weiss, Million Dollar Consulting; How
to Acquire Clients -- Weiss has an unbelievable
number of great ideas about professional services and
practical steps to market them.
Larry Smith, Inside Outside -- One of the most
important legal marketing books I've found because it
covers actual research on how corporate clients purchase
C. J. Hayden, Get Clients Now! -- Eliminate
your excuses. This book breaks the marketing process
down into its component parts and enables you to put
together 30-day plans with steps to take and ways to
measure your results. Marketing is a discipline and
this book gives you some practical tools to develop
Alan Boress, The "I HATE Selling" Book
-- As the subtitle says, "Business-Building Advice
for Consultants, Attorneys, Accountants, Engineers,
Architects and Other Professionals." Lots of practical
tips and illustrative scenarios.
Ford Harding, Rain Making -- All the stuff you
wish someone had taught you about marketing. Harding
covers both strategies and tactics for marketing professional
services in a comprehensive fashion.
Jeffrey J. Fox, How to Become a Rainmaker --
This book is a bit breezier than Harding's book, but
is filled with short, pithy comments and practical steps.
Bob Burg, Endless Referrals -- Ultimately, your
best business will come by way of referrals. Some lawyers
may find this book a little too "salesy,"
but there are some great tips and techniques. You will
learn to be much more systematic about asking for referrals.
Jagdish Sheth and Andrew Sobel, Clients for Life
-- Lest we forget, keeping existing clients is often
more important that obtaining new ones. This book describes,
to me, ways to develop a very satisfying legal practice.
David Maister, The Trusted Advisor -- Recurring
business will keep you prosperous. Maister's book explores
the concept of "trusted advisor" and suggests
ways that you can become one.
Dennis Kennedy is a computer lawyer and consultant
based in St. Louis, Missouri. He speaks and writes
frequently on legal, technology and Internet topics
and was named the 2001 TechnoLawyer of the Year by
TechnoLawyer.com. His highly-regarded web site at
collects many of his articles and is the home of his