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