In Articles

Let’s regroup after the holidays.

Let’s give it some thought after the holidays.

No one is doing much now, I will reach out after the holidays.

By: Nicole E. Ames, Esquire, Chief Business Development Officer, PK Law

January may be the time to holt the traditional business development/marketing activities (we are all tired at year end), but is still  ripe for wonderful opportunities – reflection, re-grouping, and strategizing.  So, grab a cup of cocoa or glass or your favorite vino by the fire and give the following a few thoughts:

  • Take a look at your client matters and referral sources over the last 24 months. (Depending on your practice area, one year usually isn’t enough of a look-back to give you the full picture.)  You better have sent those thank yous to the ones who were good to you (that would be the subject of another article if not!), but what about the ones who weren’t good to you?  This is the perfect time to reach out. What has been going on? Why haven’t they touched base? It may be a simple touch – an email hello, a link they may be interested in, a catch up phone call, an invite to an event, etc., to get you back on their radar.
  • Schedule those client touches.  Identify and prioritize who you want to meet with in late January and February and early spring. When receiving those “thank yous” and “holiday greetings” respond with a “I think it is time for us to grab lunch” or “how about we grab a coffee soon?”  You will be surprised how quickly your calendar fills up with quality touches.
  • Take some time both individually and with your practice group to reflect on what worked for you last year and where you need to improve.  Do you need to . . .Develop your brand? Become more involved in a trade group or organization? Increase your social media presence? Host an educational event? Increase the public relations efforts for you or your practice group? Write articles and present to develop your niche? Expand your network?

Come up with SMART (Specific, Measurable, Achievable, Realistic and Time Bound) Goals for each of the areas you want to improve and write them down. Meet with your firm’s business development professional or a mentor to talk about your goals.  If you actually talk about them, you will be much more likely to act on them.  Schedule a standing every other week or monthly follow up meeting with the agenda being a discussion of the specific actions you have taken towards your goals and the progress you have made.  This will hold you accountable for taking real action towards your goals. I promise it works!

Happy New Year to All!


Nicole E. Ames, Esquire is Director of Marketing and Business Development at PK Law, the tenth largest law firm in the Baltimore, Maryland area. The firm’s core practice areas are corporate and business services, estate planning and elder law, labor and employment and litigation. Her role as Director of Business Development is to partner with the attorneys in the firm to assist them in a variety of efforts aimed to grow their practice.  Ms. Ames can be contacted at