I have just published a short article on this topic for Delia Venables’ Internet Newsletter for Lawyers. They key points covered include:
- Listen to the market (research)
- Attend events (market intelligence/make connections)
- Follow up
- Manage your contacts
- Prioritise your pipeline
- Promote your referrers and clients
- Create a campaign
- Optimise your web content (SEO)
- Analyse results (analytics)
- Demonstrate your expertise
- Provide intellectual gifts
- Stay on their radar
- Make regular contact
The full article is available here: http://www.infolaw.co.uk/newsletter/index.asp?p=332