Index

• Author: David V. Lorenzo
• Pages: 95-100

95

References are to sections.

A

Accountants

“Buddy systems” with, §38

Referrals from, §27

Action

Decisive action, taking, §5

Lack of, §6

Time for, §6

Winners as having a bias for, §19

Adversaries

Attacking, §42

Attacks by, §42

Advertising

“Cheesy” advertising, §17

Expense sharing with referral groups, §29

Pay Per Click, §18

Advisors

“Buddy systems” with, §38

Feedback and support from, §5

Appearance

Attracting clients by, §37

Looking “like” an expert, §35

Appreciation

Showing, importance of, §38

Appreciation Events

Clients, for, §§29, 39

Referral sources, for, §29

Approachability

Attracting clients with, §37

Associate Attorneys

Compensation of, §24

Role of, §24

Attorney Fees. See Compensation

Attracting Clients

Blogs, with, §11

Business responsibility, primary, §43

Convincing the client to pick you, §23

Email newsletters, with, §§11, 29

Importance of, §2

Newsletters, with, §§11, 27, 29, 33

Others’ expertise, using, §40

Pinacate Pricing Process™, with, §36

Risk-assessments by clients, §30

Selection of lawyers. See Clients

Speaking engagements, with, §27

Trade publications, with, §27

Ways of, §§18, 26, 27, 37

Why clients say “no,” §31

Working at, §26

Audience

Clients. See Clients

Matching the message to, §5

B

Beliefs

Fighting for causes you believe in, §22

Billboards

Advertising on, §17

Blogs

Attracting clients with, §11

Writing tip, §34

“Buddy Systems”

Networking with, §38

Building Relationships

Business leaders, with, §38

Clergy, with, §38

Courting clients, §11. See also Clients

INDEX