Preview Mode Links will not work in preview mode

Counsel to Counsel is a podcast for attorneys who are looking for insights to help increase their overall career satisfaction.  You can find it on iTunes, Stitcher, or wherever you get your podcasts.  You can also listen to episodes from this home page.  In each episode, I introduce you to consultants who have been shaping the legal industry and attorneys who have done interesting and sometimes unconventional things with their careers.  My guests will share with you tips on how to achieve greater career and marketing success.

Dec 18, 2022

In this episode, Michael Katz, returns to Counsel to Counsel after a 3 year hiatus. In 2019, Michael and I spoke about how to use newsletters as an effective marketing tool. Check out Episode 29 of this podcast.

Newsletters have only grown in value, especially during the pandemic when in-person marketing went away.

As many of us have resumed in-person activities, however, live relationship building is moving back to center stage. Of course it never truly went away and Zoom made sure of that. But more than ever, we now have the chance to build strong referral relationships by participating in activities that we enjoy.

One of the challenges of relationship building is how to stay top of mind so that our prospective clients and referral sources will think of us when they hear about an opportunity that is right for us.

If you are like me, it is easy to deliver a lengthy discourse when someone asks what you do. In all likelihood, you do a lot of things. And some of those things are actually hard to explain.

While a lengthy discourse may be effective when you are making a closing argument in a $200 million dollar theft of trade secrets case, it’s probably not effective for generating referrals.

So how do you make a lasting impression on someone so they will tell someone else to call you?

Michael Katz has some great tips on that very subject.

Michael Katz is an award-winning humorist and former corporate marketer. His company is Blue Penguin Development and he is founder and Chief Penguin. Michael specializes in coaching professional service firms and solos in improving their marketing.

Since launching Blue Penguin in 2000, Michael has been quoted in The Wall Street Journal, The New York Times, Business Week Online, Bloomberg TV,,, USA Today, and other national and local media.

He is the author of four books and over the past 20+ years has published more than 500 issues of “The Likeable Expert Gazette,” a twice-monthly email newsletter and podcast with 6,000 passionate subscribers in over 40 countries around the world.

And he is someone I have learned a lot from through our business networking group ProVisors.

Additional Resources