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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.

Nov 6, 2021

We have spoken a lot on Counsel to Counsel about the importance of building business relationships. But we have not spent much time discussing how to turn those relationships into actual paying work.

In this episode, I am joined by Gary Johnson who understands a lot about selling legal services.  We discuss a series of common hypothetical situations where there may be opportunities to generate business.  Gary walks us through the process for identifying needs and doing so in a way that does not exert pressure on a client, prospective client, or referral source.

Gary Johnson is President of J2 Marketing Consultants. He helps attorneys get more profitable clients. Gary’s experience building strategies and applying proven techniques offers an effective way to help attorneys grow their practice by bringing in ideal clients. He provides the tools needed to focus his clients on building value when approaching prospective clients. Gary makes the process easy, and I can vouch for that.