Shows
The Thought Leadership ProjectEpisode 140: Having More Power in the Business Development Process
Episode 140: Jay and Tom break down the (polite) battle for control in the business development process. As a lawyer, you have more power and leverage the more unique and differentiated you are from the competition. This impacts pricing power, the ability to avoid RFPs, and dynamics in the attorney/client relationship as well. Lawyers who have “power” aren’t merely order takers—they steer the ship when it comes to strategy. Listen in to learn what this type of power is, its impact, and how to get more of it.
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2024-01-3100 minThe Thought Leadership ProjectEpisode 139: A LinkedIn Deep Dive
Episode 139: Listen in as Jay, Tom, and Curtis Hays do a LinkedIn deep dive. Curtis is the founder of collideascope, a digital marketing agency, and also the host (along with Tom) of the Bullhorns and Bullseyes podcast. This episode was recorded for Bullhorns and Bullseyes, but we thought it was a great conversation so we decided to re-publish it on The Thought Leadership Project. Enjoy!
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2024-01-2400 min
The Free Lawyer170. Mastering Business Development for Lawyers: Strategies, Tips, and Insights from Jay Harrington
In this podcast episode, former attorney Jay Harrington discusses his transition from practicing law to consulting and coaching lawyers and law firms. He emphasizes the importance of business development, strategy, and execution for lawyers and advises them to view themselves as CEOs of their practices. Harrington also highlights the significance of creating thought leadership content that educates and adds value to the audience. He suggests that lawyers should aim for small, incremental efforts in business development to avoid burnout. The episode concludes with Harrington defining his personal freedom as having the ability to do work he enjoys, live where...
2023-12-2139 minThe Thought Leadership ProjectEpisode 137: Laura Frederick on How to Turn Thought Leadership into Dollars
Episode 137: Creating and sharing thought-leadership content is an effective way to gain visibility and build trust with an audience, and generate billable work for your practice. But what if you could take things to the next level by monetizing your thought-leadership content itself—not merely using it to sell your services? That’s what Laura Frederick and Jay Harrington discuss in this episode. Almost everyone in the legal industry who’s on LinkedIn is familiar with Laura, and her daily contract tip posts. Laura is a lawyer, and founder of How to Contract, a contract training business focused on helpin...
2023-12-1300 min
The Rainmaking PodcastTRP 176: Adding Value Beyond the Billable Hour With Jay Harrington and Tom NixonIn this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington and Tom Nixon, co-hosts of The Thought Leadership Project Podcast, about the crucial topic of adding value beyond the billable hour. Jay and Tom, both experts in the legal industry, share strategies for professionals looking to deepen client relationships and sustain long-term business growth. They emphasize that success in professional services goes beyond delivering billable work; it’s about building trust, understanding clients’ evolving needs, and providing consistent value over time. By proactively engaging with clients, learning their businesses, and becoming indispensable advisors, professionals can ensu...
2023-12-0730 minThe Thought Leadership ProjectEpisode 136: Adrian Lursen on Tips and Trends in Thought-Leadership Marketing
Episode 136: Adrian Lürssen, co-founder and VP of strategic development at JD Supra, rejoins the podcast to discuss tips and trends for thought-leadership marketing as we look ahead to 2024. Adrian, Jay and Tom tackle a number of issues, including:What do the data show, in terms of how content is being consumed right now?What are the implications for creators of thought leadership?How is JD Supra is leveraging AI and how can individual content creators leverage it as well.Why is authenticity in content so important in the age of A...
2023-11-2100 minThe Thought Leadership ProjectEpisode 135: Scott Love on How to Become a Rainmaker
Episode 135: In this episode, legal recruiter, podcast host, and author Scott Love breaks down what it takes to become a rainmaker with Jay and Tom. Scott shares the many lessons he’s learned while helping rainmakers make lateral moves in the legal marketplace, including the importance of consistent effort, truly understanding a client’s challenges, and collaboration. He also shares his perspective on the current state of the legal hiring market—and much more in this episode chock full of actionable insights.
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2023-10-3000 minThe Thought Leadership ProjectEpisode 134: Jared Correia on How to Grow a Small Law Firm
Episode 134: In this episode, Jared Correia, founder or Red Cave Law Firm Consulting and podcaster extraordinaire, shares his expertise on how to run a small law firm like a business and grow it sustainably and profitably. Jared, Jay and Tom discuss Jared’s three-step system for growth, which involves establishing processes and systems, hiring effectively, and learning from data and analytics. At the end of the podcast, Tom and Jared delve into their passion for yacht rock, while Jay mostly stays silent and sips coffee, due to his ignorance.
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2023-10-1600 minThe Thought Leadership ProjectEpisode 133: Content that Inspired Us this Month
Episode 133: Jay and Tom share and discuss content that inspired them in the last month. Learn how a famous Hollywood producer generates movie ideas (without trying) through “curiosity conversations.” Check out a private equity fund that isn’t afraid to have a clear and strong point of view in their writing. Discover what professional writers think matters in the age of AI. These and other topics are addressed in this content “favorite finds” episode.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInVideo: Brian Grazer Curiosity ConversationsArti...
2023-09-3000 minThe Thought Leadership ProjectEpisode 132: Jay and Tom Unpack Their Writing Processes
Episode 132: Between the two of them, Jay and Tom have written thousands of LinkedIn posts, hundreds (perhaps 1,000+) long-form articles, and a number of books. In today’s episode, they unpack their writing processes, from how they generate ideas to how they edit their work, so you can learn from their experiences. Want to grab and hold the attention of a reader with your thought-leadership content? Get inspired and learn important lessons about writing for today’s attention-strapped readers in this episode.
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2023-09-2200 minThe Thought Leadership ProjectEpisode 131: Why Your Law Firm Should Build a Media Company
Episode 131: Law firms sell expertise, and the best way to showcase expertise through marketing is to produce thought-leadership content. Most firms do that to some extent already. However, in today’s episode, Jay and Tom make the case that firms should do much more—in essence, they should build a media company to become the go-to resource for a given industry or topic. They discuss examples of companies outside the legal industry that are already doing this, why it’s a valuable opportunity for law firms, and what would be required to pull it off.
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2023-09-1300 minThe Thought Leadership ProjectEpisode 130: Jordana Confino on Well-Being and the Practice of Law
Episode 130: In this episode, Jordana Confino, Positive Lawyering professor, and founder of JC Coaching & Consulting, joins Jay to discuss well-being and the practice of law. They discuss Jordana’s journey from clerkships, to BigLaw, to academia, and her recent transition to entrepreneurship as founder of her own coaching and consulting firm. Jordana also shares her thoughts on how lawyers can build successful and sustainable careers by finding purpose in their work, detaching from work in order to refresh and revitalize, and much more.
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2023-09-0600 minThe Thought Leadership ProjectEpisode 129: Jamie Sternberg on Building a Legal Practice
Episode 129: In this episode, Jamie Sternberg, trademark attorney at Saunders & Silverstein LLP, joins Jay to discuss her experience building a legal practice. They discuss the various tactics Jamie has used to grow her practice, including networking, getting involved in groups and associations, content creation, and more. Business development and marketing require experimentation and iteration, and Jamie’s experience can help your own approach to building a practice.
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2023-08-2400 minThe Thought Leadership ProjectEpisode 128: Phillip Russell on Providing All-Star Client Service
Episode 128: In this episode, Phillip Russell, OSHA and employment lawyer at Ogletree Deakins, joins Jay to discuss the importance of client service. Learn about the fundamental principles of client service, why it’s so important to have a one-size-fits-one mindset about client service, how to gain an understanding of your client’s needs, and the role of responsiveness in client service and business development.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInConnect with Phillip on LinkedInPast episodes you may enjoy:Episode 114: Alex...
2023-08-2400 minThe Thought Leadership ProjectEpisode 127: 5 Mental Obstacles to Building a Legal Practice
Episode 127: When it comes to building a legal practice, mindset is critical. In this episode, Jay and Tom discuss five common mental obstacles lawyers face on their way to becoming a rainmaker, and tips for overcoming them.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 114: Alex Su Returns to the PodEpisode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School ProfessorEpisode 103: The Power of a Content NicheEpisode 90: How to...
2023-08-0300 minThe Thought Leadership ProjectEpisode 126: Heather Stevenson on Moving In-House and Building Her Personal Brand
Episode 126: In this episode, Jay speaks with General Counsel Heather Stevens about her experience transitioning from private practice to general counsel of an incubation firm for technology companies. They discuss a range of topics, including how Heather made the leap from a premier BigLaw firm to in-house, what she values in outside counsel relationships, and how she approaches content creation and personal branding on LinkedIn.
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2023-07-1800 minThe Thought Leadership ProjectEpisode 125: AI Implications in the Legal Industry, LinkedIn's Algorithm Updates, and Thoughts on Writing Books
Episode 125: Jay and Tom cover a range of topics in this episode, including the what the perfect AI tool for legal looks like, LinkedIn’s recent algorithm changes, the importance of responsiveness in business development, and the benefits of the book-writing process.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 114: Alex Su Returns to the PodEpisode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School ProfessorEpisode 103: The Power of a Content Niche...
2023-07-1100 minThe Thought Leadership ProjectEpisode 124: GC Brittany Leonard on What She's Looking for From Outside Counsel
Episode 124: In this episode, Jay chats with General Counsel Brittany Leonard about her experience transitioning from private practice to general counsel of a multinational corporation. They discuss a range of topics, including how Brittany found contentment, satisfaction and success as an in-house lawyer, what she’s looking for when hiring and working with outside counsel, and her approach to personal branding and content creation on social media.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInConnect with Brittany on LinkedinPast episodes you may enjoy:...
2023-07-0500 minThe Thought Leadership ProjectEpisode 123: Eric Pacifici on Building a Law Firm by Leveraging Social Media
Episode 123: In this episode, Jay chats with Eric Pacifici about his experience leaving BigLaw to build a thriving small law firm serving SMBs. They discuss a range of topics, including how Eric and his co-founders built one of the first law firms that grew almost exclusively through engagement on social media, Eric’s best practices for engaging on social media, his thoughts on the importance of having a niche, as well as finding something that you’re passionate about doing in order to have a long-term, successful legal career.
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2023-06-2800 minThe Thought Leadership ProjectEpisode 122: Bradford Hardin on Building a Legal Practice
Episode 122: In this episode, Jay has a deep dive discussion on business development with Bradford Hardin, co-chair of the Financial Services practice group at Davis Wright Tremaine. They discuss a range of topics, including how Bradford approached the early stages of building his practice, the importance of having an industry focus, and Bradford’s experience creating content and building relationships on Twitter.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInConnect with Bradford on LinkedinFollow Bradford on Twitter @bradford_hardinPast ep...
2023-06-2300 minThe Thought Leadership ProjectEpisode 121: Adding Value Beyond the Billable Hour, Less Reach on LinkedIn, and This Week in ChatGPT
Episode 121: Jay and Tom cover a range of topics in this episode, including the importance of adding value beyond the billable hour in the face of declining legal demand, the implications of declining content visibility on LinkedIn, and their latest thoughts on the intersection AI and the legal industry.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 114: Alex Su Returns to the PodEpisode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School Professor...
2023-04-2100 minThe Thought Leadership ProjectEpisode 120: Chat GPT, How to Communicate with Key Contacts, and Email Newsletters
Episode 120: Jay and Tom cover a range of topics in this episode, including the latest developments at the intersection of AI and legal tech, the 5 types of key contacts and how to communicate with them, and the pros and cons of email newsletters.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 114: Alex Su Returns to the PodEpisode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School ProfessorEpisode 103: The Power of a Content...
2023-03-2100 minThe Thought Leadership ProjectEpisode 119: Bob Buday on How to Compete as a Thought Leader
Episode 119: In this episode Jay has a deep dive discussion with thought leadership consultant Bob Buday about a number of concepts from Bob’s new book “Competing on Thought Leadership.” They address what thought leadership is in today’s era, what distinguishes true thought leadership from much of today’s mass-produced online content, and the power of original research. They also share lots of ideas for how lawyers and other professionals can create thought leadership—even if they don’t have big firms and big budgets backing their efforts.
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2023-03-0300 minThe Thought Leadership ProjectEpisode 118: How to Make Time for Business Development (and How to Use it Wisely)
Episode 118: Jay and Tom take a deep dive into productivity for business development. They address two obstacles that often come up in Jay’s coaching sessions, which are "I don’t have the time” and “Even if I did I wouldn’t know what to do with it.” Give this episode a listen to learn how to use checklists, overcome the “cold start problem” in relationships, the development and use of a key contact list, and more.
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2023-02-2000 minThe Thought Leadership ProjectEpisode 117: Jay Shares Lessons He's Learned from 3+ Years of Daily LinkedIn Posting
Episode 117: Jay has been posting daily on LinkedIn (okay, almost daily—he’s missed a few) for 3+ years. In this episode, he shares some of the most important lessons he’s learned along the way.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 114: Alex Su Returns to the PodEpisode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School ProfessorEpisode 103: The Power of a Content NicheEpisode 90: How to Take LinkedIn to the...
2023-02-1800 minThe Thought Leadership ProjectEpisode 115: Generative AI and Legal Marketing (and much more)
Episode 115: Jay and Tom dig into what generative AI like Chat GPT may mean for legal marketing.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 114: Alex Su Returns to the PodEpisode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School ProfessorEpisode 103: The Power of a Content NicheEpisode 90: How to Take LinkedIn to the Next Level, with Alex SuEpisode 88: Playing the Long Game with Thought Leadership
2023-01-2800 minThe Thought Leadership ProjectEpisode 114: Alex Su Returns to the Pod!
Alex Su is back on the pod! Jay, Tom, and Alex cover lots of ground in this episode, including:Why Alex started a newsletter on SubstackDifferences between LinkedIn and TwitterBusiness development advice for lawyersHow Alex comes up with ideas for memesDeveloping an audience feedback loop
Reading & ResourcesConnect with Alex Su on LinkedIn and follow him on Twitter, Instagram and TikTokSubscribe to Alex’s Substack newsletter Off the RecordConnect with Jay on LinkedInCo...
2023-01-2200 minThe Thought Leadership ProjectEpisode 113: Confront Your Productivity Demons
Episode 113: As James Clear says in his bestselling book Atomic Habits, “You don’t rise to the level of your goals, you fall to the level of your systems.” In this episode, Jay and Tom discuss the need to confront productivity demons this time of year — fixing the broken systems and bad habits that may be hampering your productivity. From time-blocking to startup and shutdown routines, they run through a number of helpful tips and tactics that will help you optimize your productivity systems.
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2022-12-2800 minThe Thought Leadership ProjectEpisode 112: Instead of a Generic Resolution, Challenge Yourself to Take Daily Action in the New Year
Episode 112: Join Jay for a short episode in which he describes the benefits of taking daily action in the new year, instead of creating a bunch of generic resolutions.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School ProfessorEpisode 103: The Power of a Content NicheEpisode 90: How to Take LinkedIn to the Next Level, with Alex SuEpisode 88: Playing the Long Game with...
2022-12-2300 minThe Thought Leadership ProjectEpisode 111: Optimizing for Serendipity, Twitter Creators Flood LinkedIn, Becoming Known Well vs. Well Known and More
Episode 111: Jay Harrington and Tom Nixon riff on the benefits of becoming the type of person who “gets lucky” in business instead of being beholden to a strict strategy. They review 2022 trends and developments on LinkedIn, including the flood of Twitter creators flocking to LinkedIn and the selfie craze. And they address the importance of becoming known well to a particular audience versus being well known to the masses.
Reading & ResourcesConnect with Jay on LinkedInConnect with Tom on LinkedInPast episodes you may enjoy:Episode 107: Jonah Perlin on T...
2022-12-1600 min
Branch Out - A Podcast from Connection BuildersYour Practice is an Entrepreneurial Endeavor - Jay HarringtonNo matter what line of work you choose to pursue, finding a clear niche and narrowing down who you serve and how you add value will be one of the best ways to ensure your career success. Today we welcome Jay Harrington to share his story starting at a large law firm, then starting his own private law, and finally launching his current consultancy. Jay is also the author of three books, The Productivity Pivot, The Essential Associate, and One of a Kind.Jay covers the pivotal moments of his journey from attorney to co-founding...
2022-09-2752 minThe Thought Leadership ProjectEpisode 109: Adam Pascarella Talks About His New Book and Lessons for Lawyers Looking to Leave the Law
In this episode, BigLaw lawyer turned investor and author Adam Pascarella joins Jay and Tom to discuss his new book Reversed in Part: 15 Law School Grads on Pursuing Non-Traditional Careers. They discuss- Why Adam wrote the book and his process- How he got so many prominent former lawyers to participate in his project - And some of the key takeaways from the book for lawyers who may be looking to transition out of law practice.
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2022-04-2700 minThe Thought Leadership ProjectEpisode 108: Hot Takes on LinkedIn Conventional Wisdom
There is a lot of conventional wisdom out there about every marketing topic, and LinkedIn is no different. In this episode, Jay and Tom give their “hot takes” on some of the most common forms of LinkedIn conventional wisdom. Sometimes they agree with the standard advice, other times they suggest an unconventional approach—and in some instances they disagree with one another. Give this episode a listen to hear their take on how often to post, quality v. quantity, personal v. professional posts, going viral, and much more.
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2022-04-1900 minThe Thought Leadership ProjectEpisode 107: Jonah Perlin on Twitter, Podcasting, and Becoming a Law School Professor
We had our first law school professor join the podcast as a guest, and Jay was worried that he was going to get subjected to the Socratic Method. In this week’s episode, Jonah Perlin, former Williams & Connolly associate and now Georgetown Law professor, talks with Jay and Tom about: - The robust legal community on Twitter- How he got into podcasting and what he’s learned (and gained) in the process- What other lawyers need to know about becoming a law school professor
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2022-03-2200 minThe Thought Leadership ProjectEpisode 106: The 95:5 Rule and How to Use It in Your Content Marketing
Marketing conventional wisdom: Find the buyers in your market with an immediate need and get them into a “funnel” by using scarcity and urgency tactics. While that approach may work for selling paper towels, it’s no way to sell sophisticated professional services. In this episode, Jay and Tom describe an alternative, known as the 95:5 Rule of marketing. It’s all about building trust with an audience when they don’t have an immediate need for your services, so that when they do they naturally think of you. In short, it’s farming not hunting. Listen in to learn more about t...
2022-03-1500 minThe Thought Leadership ProjectEpisode 105: The Who, Where and How of Marketing and Business Development
Strategy plans, marketing plans, business development plans…they can be useful, but they can also be a form of procrastination. Some people spend so much time planning they never take action. In this episode Jay and Tom discuss a simple framework for marketing and business development based on:Who your ideal client isWhere your ideal client spends their time and attentionHow to get in front of your ideal client
Reading & ResourcesTim Ferriss Podcast on Web 3Connect with Jay on LinkedInConnect with To...
2022-02-0800 minThe Thought Leadership ProjectEpisode 104: The Creator Economy, Web 3, and Emerging Content Tools
Jay and Tom intended to talk about some of the newest content creation tools that platforms like LinkedIn have made available (and they do get to that), but this turned into a much more wide-ranging discussion about the emergence of Web 3 and what many people are calling the Golden Age of the creator economy. Tune in to listen to Jay and Tom riff about where we’ve been and what’s coming next for content creators in a more decentralized digital landscape.
Reading & ResourcesTim Ferriss Podcast on Web 3Connect with Jay on Link...
2022-01-1800 minThe Thought Leadership ProjectEpisode 103: The Power of a Content Niche
Jay and Tom having been getting more questions from clients, and seeing more posts on LinkedIn, about lower engagement people are experiencing with their content. Is it the algorithm? Do they need to write better posts? Is it simply too noisy to stand out? In this episode, Jay and Tom profess ignorance about any supposed algorithm changes—How could anyone outside of LinkedIn know?—and propose a solution for getting more meaningful reach: have a niche. The noisier it gets out there, with bad but also really good content, the more important it is to drill down on a nich...
2022-01-1800 minThe Thought Leadership ProjectEpisode 102: Our Favorite Thought Leadership and Thought Leaders of 2021
An important part of creating great thought leadership is consuming great thought leadership. Thought leaders tend to have high-quality information diets. They take in content that intrigues and inspires them to create their own. In this final episode for 2021, Jay and Tom discuss the people and work they found interesting this year, so you can add some new flavor to your diet. Plus, they share that registration for the Thought Leader Collaborative is closing at midnight PT on December 20th. Links for the “Lab” and all of the thought leadership - from books to podcasts - discussed in this epis...
2021-12-1800 minThe Thought Leadership ProjectEpisode 101: Set Your Content Free
Like the proverbial tree that falls in the forest, is there any value in creating content if no one sees it? That’s a bit of a rhetorical question, but it raises an important issue that Jay and Tom address in episode 101: Should you be putting your content on your website and placing it behind “gates,” or sharing it freely on social media and elsewhere?As with most issues, the right answer is probably somewhere in the middle. Listen in as Jay and Tom discuss:Rented Land v. Owned LandWhy freely sharing conten...
2021-12-0800 minThe Thought Leadership ProjectEpisode 100: A Celebration of 100 Episodes of The Thought Leadership Project
To commemorate our 100th episode, Jay and Tom play a game of 💯. Do we agree 100% with these examples of conventional marketing wisdom? Can each of them get the other to 100% agree with some provocative assertions and unconventional takes?It's all about thought leadership, the modern marketing environment, the future of content marketing, and LinkedIn as a business development platform.Tune in and see where you fall. Are you 💯?
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Looking for mo...
2021-11-2300 minThe Thought Leadership ProjectEpisode 99: Turning Connections into Clients
Making new connections, whether on LinkedIn or otherwise, is great. But most professionals want to turn those connections into paying clients or referral sources at some point. In this episode, Jay and Tom discuss how to play the long game and nurture relationships to the point where you’re no longer held at arm’s length - and instead are welcomed with open arms. They address (with an alliterative flair) the importance of:CollaborationContentConnecting DotsCommunicating in the real world
Reading & ResourcesThe Thought Leader Coll...
2021-11-0900 minThe Thought Leadership ProjectEpisode 98: An "Ask Us Anything" Session About LinkedIn
In this episode, Jay and Tom give you a behind the scenes listen to some of the insights they share with members of the Thought Leader Collaborative, a training platform and community for LinkedIn thought leaders. Some of the issues they address in response to Lab members’ “Ask Us Anything” questions include:When I’m creating content on LinkedIn, what audience metrics should I be focusing on?How do I translate LinkedIn connections into new client opportunities?What are the key differences between marketing and business development?Should I use a script w...
2021-11-0200 minThe Thought Leadership ProjectEpisode 97: Key Insights from the 2021 Thought Leadership Impact Study, with Joe Kingsbury and Tusar Barik
As thought-leadership marketers, Jay and Tom look forward every year to the release of the Thought Leadership Impact Study. In this episode, they have the chance to do a deep-dive into what the study says and why it matters with two of its architects, Joe Kingsbury of Edelman and Tusar Barik of LinkedIn. Some of the topics discussed include:How more content than ever is being created and how to break through the noiseB2B buyers’ preferences for content to be authoritative but also fun to consumeWhat it means to create hi...
2021-10-1900 minThe Thought Leadership ProjectEpisode 95: Why LinkedIn Matters and How to Make it Work for You, with Alexis Robertson
“I just don’t see the value,” is something we often hear from lawyers who aren’t on LinkedIn, or who have a presence but aren’t taking action there. On this episode, Alexis Robertson, Director of Diversity & Inclusion for Foley & Lardner, joins us and makes the LinkedIn value proposition clear. Topics addressed include:- What stops lawyers from using LinkedIn and what they’re missing- The importance of storytelling- Growing and gaining confidence by learning new skills
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2021-09-0700 minThe Thought Leadership ProjectEpisode 94: Be a Good Human to Build a Legal Practice, with Scott Oliver
From what they are taught in law school to what they consume in the popular culture, there are many messages that lawyers receive that lead them to believe that stiff formality is the appropriate professional posture in interactions with clients and colleagues. In this episode, Lewis Kappes partner Scott Oliver joins us to discuss how it’s possible (indeed, advisable) to let your guard down, be yourself AND be a great lawyer. Topics addressed include:- The reasons lawyers come to believe they have to be so formal- How being more human is appealing to...
2021-08-3100 minThe Thought Leadership ProjectEpisode 93: The Importance of Clear Legal Writing, with Laura Genovich
Too much legal writing is overly verbose, needlessly complex, and laden with jargon and legalese. Our guest, Laura Genovich, is on a crusade to change that. Laura is an advocate for clear legal writing and she makes her case frequently on LinkedIn. She joins Jay and Tom to discuss:- What clear legal writing is and why it matters- Specific tips for how lawyers can improve their writing- Her approach to writing LinkedIn posts
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2021-08-1700 minThe Thought Leadership ProjectEpisode 92: Preparing Today for the Post-Labor-Day New Business Sprint
Here we go again. Just when we thought we’d be spending the fall taking people to lunch and networking at conferences, we’re back to discussing social distancing and delayed returns to the office. But that doesn’t mean the need to market and develop new business is any less urgent. In this episode, Jay and Tom discuss why it’s important to use the last few weeks of August to plan for the new business sprint ahead, and share some practical tips on what to focus on, including:Sharpening positioningA formula for creating...
2021-08-1100 minThe Thought Leadership ProjectEpisode 91: Become More "Referable," with Joshua Baron
Referrals don't happen by luck or happenstance. Lawyers who are "referrable" are purposeful and intentional about how they interact with clients and other professionals in order to generate new opportunities. In this episode, attorney Joshua Baron joins Jay to discuss:What it takes to be referrableThe importance of client experienceHow a narrow niche helps generate referrals
Reading & ResourcesConnect with Joshua on LinkedInCheck out the Business of Criminal Law PodcastConnect with Jay on LinkedInConnect with Tom on LinkedIn
2021-08-0300 minThe Thought Leadership ProjectEpisode 90: How to Take LinkedIn to the Next Level, with Alex Su
There is a reason this is the longest episode ever recorded on this podcast: Alex Su takes us on a deep dive into the strategies and tactics that have helped him grow a large, engaged audience on LinkedIn. Jay, Tom, and Alex cover lots of ground, including:How LinkedIn helps content creators develop new business opportunitiesThe path to a critical mass of followersTactical posting adviceHow frequently to postDeveloping an audience-focused content strategyWhat metrics matter
Reading & ResourcesJoin the...
2021-07-2700 min
Profit with Law: Profitable Law Firm GrowthThe Value of Social Media as a Marketing Strategy with Jay Harrington - 230Send us a textShownotes can be found at https://www.profitwithlaw.com/230. Be honest—are you using your LinkedIn account to its full potential? If all you're doing is sharing content and browsing, then you're missing out on a lot! Remember: you can harness the power of social media as a marketing strategy. For example, LinkedIn can be your testing ground for ideas, and it’s an excellent way to connect with a network of opportunities. In this episode, Jay Harrington joins Moshe Amsel to talk about how LinkedIn is a cru...
2021-07-221h 08The Thought Leadership ProjectEpisode 89: Creating a Better Client Experience
Law firm clients can’t always distinguish between average and excellent work product, but all know whether they’re receiving good or bad client service. In this episode, Jay and Tom discuss the benefits of creating a remarkable experience for your clients, including building a loyal band of advocates in the marketplace singing your praises. Topics addressed include:What client experience is and why it mattersClient experience as a point of differentiationThe three phases of client experienceThe peak-end ruleTips on improving client experience
...
2021-07-1900 minThe Thought Leadership ProjectEpisode 88: Playing the Long Game with Thought Leadership
The only way to create LinkedIn content seen by lots of people is to first create lots of content seen by few people. This unavoidable (and often discouraging) truth is what stops many people from creating content in the first place, or starting and then stopping way too soon because it seems futile. In this episode, Jay and Tom discuss how to approach content creation with the appropriate (long-term) expectations, and why you’re likely to exceed expectations when you have the right mindset. Topics addressed include:The difference between buying and earning an audience...
2021-07-0600 minThe Thought Leadership ProjectEpisode 87: Conquer LinkedIn Like a Millennial, with Matt Margolis
On this episode, Gen Xers Jay and Tom sit down and chat with Matt Margolis, also known as #MattTheMillennialLawyer LinkedIn. Matt posts some of our favorite content—hilarious memes, TikTok, and Piñata Farms videos—on LinkedIn, and he shares the tricks of his trade that have helped him build his personal brand and his legal practice on the platform.
2021-06-3000 minThe Thought Leadership ProjectEpisode 84: Choose One Social Media Platform
You don’t need to do all forms of marketing. You don’t need to be on all social media platforms. In fact, as Jay and Tom discuss in this episode, you should choose just one. Listen in as Jay and Tom address:The hidden costs of trying to be omnipresent across all platformsThe benefits of building a skill set on oneTom’s new take on “FOMO”The importance of understanding where your audience spends its time and attention
Reading & ResourcesConnect with Jay on LinkedIn
2021-06-0100 minThe Thought Leadership ProjectEpisode 83: Thought Leadership for Beginners
By listener request, Jay and Tom address the issue of how to engage in thought-leadership content marketing when one feels they don't have the accomplished career or track record to claim a title of "thought leader." Common to junior associates and recent law school graduates, this phenomenon comes up quite a bit, so this show will help people in that position overcome some limiting beliefs.Discussion Points:Imposter syndrome, or legitimate objection?How to overcome the mindset roadblockA beginner's guide to thought leadership, for those who hesitate to consider themselves...
2021-05-1800 min
The Rainmaking PodcastTRP 48: Improving Processes and Systems within your Practice with Jay HarringtonIn this episode of The Rainmaking Podcast, host Scott Love continues the conversation with Jay Harrington, legal marketing consultant and author of The Productivity Pivot, on how professionals can scale their practices through better time management, vision-driven planning, and systems thinking. Jay explains that building a sustainable book of business requires carving out time to work on your practice, not just in it. He introduces the importance of the Eisenhower Matrix to distinguish between urgent and important tasks, and urges professionals to eliminate or delegate low-value activities in order to make room for high-impact work like business development and...
2021-05-0727 minThe Thought Leadership ProjectEpisode 82: How Coaching Helps Lawyers Grow and Thrive, with Charlotte SmithCharlotte Smith’s journey from practicing attorney to becoming a coach is not all that uncommon. She hired a coach, found the experience to be transformational, and decided to become one herself. On this episode, Charlotte, Jay and Tom discuss:Charlotte’s world travels and her experience practicing lawWhat coaching is and what it’s notThe value of working with an objective third partyUsing LinkedIn to build a personal brand and generate clients
Reading & ResourcesCharlotte’s websiteCharlotte’s podcastConnect...
2021-05-0400 minThe Thought Leadership ProjectEpisode 81: How to be a High-Growth Firm, with Lee W. FrederiksenTo the surprise of many, most law firms not only navigated through the COVID-19 crisis in 2020—a significant percentage thrived. From smart pivots to investments in marketing and business development, nimble law firms grew through adversity. In this episode, Lee W. Frederiksen joins Jay and Tom to discuss what factors distinguish “high-growth firms” in the High Growth Study 2021.
Reading & ResourcesConnect with Lee on LinkedInConnect with Jay on LinkedInConnect with Tom on LinkedIn
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2021-04-2700 minThe Thought Leadership ProjectEpisode 80: How to Start and Grow Your Own Law Firm, with Katie Lipp
Katie Lipp is a law firm owner focusing on employment separation counseling for companies and employees. Katie also founded Law Practice Queen, where she advocates for female attorneys and law students to level up in their legal careers. In this episode, Jay and Katie discuss a range of topics, including:How to overcome limiting beliefs and start your own firm (or build your practice within a firm)The value in starting a side hustle and how to do itKatie’s approach to marketing her legal practice and Law Practice Queen
Re...
2021-04-2000 minThe Thought Leadership ProjectEpisode 79: Generosity, Abundance, and Personal Branding, with Winter Wheeler
Personal branding is often mistaken for professional bragging, but it’s really all about generosity, selflessness and abundance. That’s the view of Winter Wheeler, founder of Winter Wheeler Mediation & Arbitration, and it’s one that we share. Winter launched her mediation business shortly before the COVID-19 pandemic, and despite all the challenges she faced, she and her business thrived. Learn all about how Winter has used LinkedIn, her new podcast, and other means to build her brand and a powerful network over the last 12 months. We discuss:What it takes to build a powerful personal brand...
2021-04-1300 minThe Thought Leadership ProjectEpisode 78: Introducing the Thought Leader Collaborative
The Thought Leadership Project is extremely excited to announce the next natural evolution of our ongoing project to convert lawyers' subject matter expertise into thought leadership, and thought leadership into new business: the Thought Leader Collaborative. Jay and Tom discuss what it is, who it's for, and how attorneys can benefit, including:Why LinkedIn is central to the Thought Leader Collaborative ("the Lab")The Lab's core curriculum and overall learning objectivesMonthly live (and recorded) trainings, including participant Q&AsWhat are "Principles in Practice?" Real-world success stories featuring interviews with...
2021-04-0700 minThe Thought Leadership ProjectEpisode 77: LinkedIn, from Beginner to Mastery, with Callie Schweitzer of LinkedIn
Callie Schweitzer is a senior news editor at LinkedIn, where she leads the editorial coverage of the marketing industry for the platform’s 740+ million global members. Who better to turn to for advice on maximizing your efforts on LinkedIn? We covered the complete spectrum, for beginners who are still lurking, to the masters who want to experiment with LinkedIn Stories, and more!A day in the life of a senior news editor at LinkedInThe proper mix of providing links versus simple posts on LinkedIn itselfLinkedIn as a blue-checkmark-free, level playing field...
2021-03-3000 minThe Rainmaking PodcastTRP 46: Scaling Your Business with Jay HarringtonIn this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington—former big law attorney, author, and founder of Harrington Communications—about how professionals can scale their practices beyond the limits of their own billable hours. Jay explains that true scale in professional services comes from creating systems, building teams, and narrowing your focus to gain deeper expertise and more visibility. Drawing from his legal and entrepreneurial background, he shares how narrowing a practice area actually expands opportunity by allowing professionals to stand out, raise rates, and reduce marketing complexity.Jay emphasizes that scaling isn’...
2021-03-2924 minThe Thought Leadership ProjectEpisode 76: First, Identify Your Ideal Client
Once you can identify and define your ideal client, everything falls into place. Listen in as Jay and Tom discuss the marketing and business development benefits of knowing who your ideal client is, including knowing what to say and where to say it.
Reading & ResourcesSeth Godin’s book The PracticeDavid C. Baker’s episode on The Thought Leadership ProjectConnect with Jay on LinkedInConnect with Tom on LinkedIn
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2021-03-2300 minThe Thought Leadership ProjectEpisode 75: Mastering Legal Writing Like a Thought Leader, with Ross Guberman
Are good brief writers necessarily excellent authors of thought leadership? Guest Ross Guberman is the President of both Legal Writing Pro and BriefCatch, who has delivered thousands of legal-writing workshops on four continents and is the opinion-writing trainer for all new federal judges. He's also written several bestselling books, including the Amazon bestseller Point Made: How to Write Like the Nation's Top Advocates and Point Taken: How to Write Like the World’s Greatest Judges. Listen to Jay and Tom get Ross's expertise on how lawyers can become better writers, including:What leads a lawyer like Ross to...
2021-03-1600 minThe Thought Leadership ProjectEpisode 74: Podcasting for Lawyers: Overrated or Underrated? With Bryan O'Keefe and Gena Usenheimer
Tom and Jay do a podcasting-for-lawyers episode on their podcast for lawyers, interviewing co-hosts of the recently launched, but already successful, "Into the Breach" podcast. Bryan and Gena are also partners at Seyfarth Shaw, based in Washington, D.C. and New York City, respectively.What is "Into the Breach" and who does it serve? A discussion of Reps & Warranty Insurance law.How small is "too small" of an audience to create a podcast for?What were the early hurdles that were perhaps unexpected, and how did they clear them?Advice for...
2021-03-0900 minThe Thought Leadership ProjectEpisode 73: The "Keep it Simple" Approach to Marketing
As a busy lawyer, you can’t be everywhere doing everything, especially when it comes to marketing. If you spread yourself too thin, you won’t be visible anywhere. But here’s the good news: Keeping it simple is the best way to engage in effective marketing. In this episode, Jay and Tom discuss why it’s better to narrow the focus of your marketing efforts and how to do it. You’ll learn:Why it’s important to define your ideal-client audience so you can understand where to spend your marketing energy and resourcesWhy you shou...
2021-03-0200 minThe Thought Leadership ProjectEpisode 72: Thought Leadership Advice from the Editor-in-Chief of Law.com, with Zack Needles
Many lawyers desire to create content for prestigious publications, but don’t know what it takes. In this episode, Zack Needles, editor-in-chief of legal media heavyweight Law.com, helps demystify the process. Zack weighs in on a number of important issues, including:How COVID-19 has changed the media landscape.What editors look for when evaluating content written by lawyers.How to make your pitch to contribute content stand out and get past the gatekeepers.The growing importance of podcasting.
Reading & ResourcesLaw.comConnect with Za...
2021-02-2300 minThe Thought Leadership ProjectEpisode 70: Harnessing Flow State to Become a Thought Leader
We all have access to a superpower. It’s called flow state. A 10-year McKinsey and Co. study found top executives were 500% more productive when in flow. It’s the state in which we operate at our highest levels of performance—like an athlete “in the zone.” Listen in as Jay and Tom discuss the ins and outs of flow state, including:How multitasking and distractions prevent flow stateHow vision and goals promote itWhy working slightly outside your comfort zone helps you tap into it
Reading & ResourcesThe flow s...
2021-02-0900 minThe Thought Leadership ProjectEpisode 69: The Psychology of Law and Thought Leadership, with Shari Belitz
Shari is the founder of Shari Belitz Communications, LLC, a litigation strategy and education company for lawyers, with more than 20 years of experience in the insurance industry, including managing mass tort litigation for Fortune 500 insured clients. Shari studied forensic psychology, including advanced jury research and science, at the graduate level and writes and lectures extensively about the intersection of psychology and litigation, including:How can attorneys harness the power of psychology in litigation?What tactics and methodologies do successful litigators use that represent the application of proven psych theory?What role does psychology...
2021-02-0200 minThe Thought Leadership ProjectEpisode 68: An Introvert's Guide to Better Business Development in the Modern Era
Are introverts "having their moment?" The modern environment has made impossible many of the traditional business development arenas that historically played to extroverts' natural abilities—large networking events, cocktail parties, coffee and lunch meetings, one-on-one pitches and "winning it in the room." In their place have emerged digital venues and methodologies, which just may live in the sweet spot that introverts like Jay and Tom naturally occupy.If you're an introvert, listen in to learn how the natural abilities you already have in abundance just might pave your path to business development success in "the new normal," in...
2021-01-2600 minThe Thought Leadership ProjectEpisode 67: Personal Branding from a GC’s perspective, with Lisa Lang
Personal branding isn’t just for lawyers working in law firms. According to Lisa Lang, general counsel at Kentucky State University, t’s an issue that all lawyers—private practice and in-house—should be focused on. In this episode, Jay and Tom discuss a range of topics with Lisa, including:The importance of personal branding and content creation for in-house lawyers (or those looking to go in-house)Lisa’s WHY THIS, NOT THAT content series on LinkedIn, and her approach to connecting and creating content on LinkedInHer experience connecting with other women lawyers on...
2021-01-1900 minThe Thought Leadership ProjectEpisode 66: Lessons Learned from a Viral LinkedIn Post
“John Grisham was a practicing lawyer with a side hustle.” That’s the “hook” line from a LinkedIn post Jay wrote on January 1 that generated well over 100,000 views and a boatload of reactions and comments. In this episode, Jay and Tom break down the post and extract lessons that everyone who posts on LinkedIn can benefit from, including:How to tell a story on LinkedInThe importance of consistencyWhy the first and last line of a post are so importantThe reasons you should be jumping into the comments on your post—...
2021-01-1200 minThe Thought Leadership ProjectEpisode 65: The Critical Importance of Vision
Why is "Vision"—a somewhat nebulous term and often misunderstood concept—so critical for attorneys looking to further their careers (whether in law or outside of it)? Bob Levant, an accomplished trial attorney who is earning his master’s degree in mental health counseling to further his own career as coach to enterprising attorneys, joins the show to discuss why long-term success always starts with a clear definition of vision and why, without one, an attorney's work can be mired in mundanity or, worse, become dispiriting and demotivating.What is Vision, and why is it different from strate...
2021-01-0500 minThe Thought Leadership ProjectEpisode 64: Getting to 20,000+ Followers on LinkedIn, with Patricia Baxter
What does it take to grow a network of 20,000 followers on LinkedIn? In short, consistency, creativity and generosity. In this episode Patricia Baxter, managing partner of Morgan & Akin’s Philadelphia office, discusses reaching the 20,000-follower threshold with Jay and Tom. It’s not a vanity metric—it’s a reflection of concerted effort to create great content and deliver value to an audience. Among the issues discussed include:How long Patricia has been active on LinkedIn (not as long as you might think)Her approach to content creationHow often she postsThe s...
2020-12-2200 minThe Thought Leadership ProjectEpisode 63: Managing the Mind and Time, with Jamie Jackson Spannhake
Jamie Jackson Spannhake is a lawyer, writer and work-life integration coach. Her new book, "The Lawyer, the Lion, & the Laundry: Three Hours to Finding Your Calm in the Chaos," examines successful mindset shifts and methodologies for lawyers to consider in order to get what they truly want out of their lives and careers. Listen to the end to receive a 20%-off discount code to purchase the book!We discussed:Why are attorneys increasingly pursuing "side hustles," such as writing a book or starting a coaching practice?What does Jamie's book teach us about...
2020-12-1500 minThe Thought Leadership ProjectEpisode 62: Cultivating Positive Mindsets and Habits, with Elise Buie
Becoming a lawyer is a journey not a destination. To achieve success and satisfaction, and thrive in your career, you must continually learn, improve your mindset, and develop positive new habits. Joining Tom and Jay in this episode to discuss these and other issues is Elise Buie of the Elise Buie Family Law Group. Topics include:The importance of being a lifelong learnerWhat “keystone habits” are, and how they can have a positive spillover effect on all you doWhy you should aim to operate within your “zone of genius”Overcomi...
2020-12-0834 minThe Thought Leadership ProjectEpisode 61: A New Approach to LinkedIn
Tom asks Jay to describe a newly discovered approach to LinkedIn that attorneys who aspire to become thought leaders should explore: the value of writing daily posts on LinkedIn. Jay shares his methodology and the impact its having on his engagement and reach on LinkedIn, specifically:How this differs from strategies used by marketers in the pastHow this will make you a better writer and more thoughtful practitionerHow daily posts are naturally engineered to better engage with an audienceThe math and science that make this approach work, and...
2020-12-0130 minThe Thought Leadership ProjectEpisode 60: What Thought Leadership is—and is Not
There are myriad ways you can market a legal practice. We believe, perhaps not surprisingly, that thought-leadership marketing is one of the best ways. But thought-marketing is not a silver bullet. It’s not magic. And it’s not to be confused with other short-term, in-your-face marketing tactics. In this episode, Jay and Tom discuss some common misconceptions about thought-leadership marketing, describe what it is and is not, and attempt to set some realistic expectations. Among other things, they discuss:How thought-leadership marketing is more like farming than huntingHow thought-leadership marketing generates new business lead...
2020-11-1830 minThe Thought Leadership ProjectEpisode 59: Five Key Attributes of Successful Law Firm Partners, with Scott Love
Scott Love is a legal recruiter who focuses on national partner placement for Amlaw100 and Amlaw200 law firms. He is an expert on the topic of business development strategy, and uses this skill to help partners reach their full potential in joining a new firm. Listen in as Jay and Tom discover what's behind what Scott has identified as the five key attributes of successful partners, and how you can attain them:They have a business planThey have a nicheThey have good leadership skills and people skillsThey take...
2020-11-1037 minThe Thought Leadership ProjectEpisode 58: The Limiting Beliefs Holding You Back From Becoming a Thought Leader
A limiting belief is something you believe about yourself that prevents you from realizing your full potential. In this episode, Jay and Tom discuss three common limiting beliefs that get in the way of lawyers producing content and becoming thought leaders, including:Imposter syndromeThe pursuit of perfectionThe need to produce truly “original” ideasTune in to learn how to recognize and overcome these limiting beliefs on your way to becoming a thought leader.
Reading & ResourcesJay’s blog post: How to Overcome Imposter Syndrome as a Youn...
2020-11-0435 minThe Thought Leadership ProjectEpisode 57: Mastering LinkedIn in 30 Days, with Laura Frederick
Laura Frederick is the Managing Attorney at Laura Frederick Law, a boutique law firm in Austin, Texas that helps businesses with vendor contracts. Having just recently launched an aggressive and committed thought leadership program on LinkedIn, Laura joins Jay and Tom to discuss her recipe for success, including:How focusing on a narrower niche actually generated more inbound opportunitiesWhat she changed in August, and how that led to 6,600% growth in one key metric on LinkedInHer advice and tips for attorneys looking to be more committed to LinkedInThe art...
2020-10-2729 minThe Thought Leadership ProjectEpisode 56: How to Create a Personal Marketing Plan
It’s that time of year: personal marketing plan season. When it comes to creating a personal marketing plan, make it strategic and also keep it simple. In this episode, Tom and Jay discuss the different components of a personal marketing plan, and how lawyers can make theirs effective and actionable. They expound upon:Goal settingThe importance of differentiationIdentifying your audienceUnderstanding your audience’s ecosystemMarketing tacticsScheduling your marketing activity
Reading & ResourcesThe companion blog post, with examples and illu...
2020-10-2132 minThe Thought Leadership ProjectEpisode 55: How to Grow an Audience for a Legal Podcast
If you’re an attorney or legal marketer who has recently launched a legal podcast, you should be working actively and ongoing to grow your audience within the niche you’re targeting. Jay and Tom take a look at some of the more tried and true tactics, from basic to advanced, including:The low-hanging fruit of the channels you can controlOptimizing your podcast for searchHow guest strategy can grow your audience better than anythingPitching for syndicationDigestible lures and gatewaysThe lightning round!Be...
2020-10-1438 minThe Thought Leadership ProjectEpisode 54: Five Ways to Evaluate If Your Content Marketing Is Working
We're now more than six months since attorneys were forced to forgo traditional forms of business development and marketing and turn their attention to content and thought leadership marketing. How's it going so far? Now is the time to evaluate what's working, what's not, and to respond by adjusting your content strategy for the fourth quarter of this year and the first quarter of the new year. Here are five common mistakes that can get in the way of achieving content marketing success. Listen in as Jay and Tom dive deep into each and address how to turn things ar...
2020-10-0728 minThe Thought Leadership ProjectEpisode 53: The Three Phases of Legal Business Development
There are different phases lawyers will go through as they build a significant book of business. There’s no guarantee you’ll progress through each phase, but if you do it’s likely that you’ll follow a particular path. In this episode, Jay and Tom discuss what it takes to build a $100,000, $500,000, and $1,000,000-plus practice. Topics include:Why lawyers in Phase One must typically rely on “friends and family” clientsHow Phase Two lawyers narrow the focus but broaden the geographic scope of their practicesWhy systems, processes, and scale are key to cracking...
2020-09-3036 minThe Thought Leadership ProjectEpisode 52: Is it time to rethink your positioning?
Positioning yourself and your practice is all about narrowing your focus to the point where you can say “I do x practice for y market.” In this episode, Jay and Tom discuss the challenges lawyers have in narrowing their focus, the benefits they’re missing out on, and how thought leadership fits into the equation. Issues addressed include:The problem positioning helps solve.The benefits of narrow focus What stops lawyers from focusingTests of your positioning
Reading & ResourcesSettling In and Looking OutJay’s Book: ...
2020-09-2234 minThe Thought Leadership ProjectEpisode 51: What We’ve Learned and What’s Next:COVID-19 Content Onslaught Post-Mortem
The COVID-19 pandemic ushered in unprecedented demand for legal thought-leadership content. As we head toward the fourth quarter, the content onslaught has subsided, so we thought it was a good opportunity to see what lessons we could derive from the content onslaught. In this episode, Jay and Tom look back with an eye toward optimizing content marketing moving forward, and discuss:The renewed challenge of topic selectionMaking time for content creation when it feels less urgentAssessing content formats and analyticsWhy differentiation is more important than ever...
2020-09-1534 minThe Thought Leadership ProjectEpisode 50: Get Creative with Your Content Format and Styles
If you’re tired of getting the same old results with your thought-leadership marketing efforts, try implementing some fresh new ideas. In this episode, Tom and Jay discuss some ways to change up your approach to content in order to create more engagement with your readers, listeners, and viewers. They address:Various writing formats outside of the typical “intro, background, analysis, conclusion” style that most legal articles utilizeThe value of writing in a less formal style by using the first and second personThe importance of reading outside of your area of expert...
2020-09-0338 minThe Thought Leadership ProjectEpisode 49: The Future of Legal Tech, with Jared Correia
Jared D. Correia, Esq. is the CEO of Red Cave Law Firm Consulting, working with law firms around the world to improve their business management practice. Jared is also the COO of Gideon Software, Inc., which delivers chatbots built exclusively for law firms. Listen to his discussion with Jay and Tom about the past, present and future of legal and marketing technology. But first, a James Taylor story.What are some of the best tech/software tools to support content and thought-leadership marketing?What is Gideon, and how can law firms implement chatbot t...
2020-08-2527 minThe Thought Leadership ProjectEpisode 48: Why Analytics Matter (and Why They Don’t)
As the old saying goes, what you measure you can manage, and that’s especially true when it comes to thought-leadership marketing. In this episode, Tom and Jay discuss why it’s important to keep an eye on content analytics in order to improve the ROI on your efforts. They discuss:The different types of analytics available on different platformsWhat data matter and what don’t matter all that muchHow to use data to improve your marketing and business development effortsWhat signals to look for as you progress from r...
2020-08-1831 minThe Thought Leadership ProjectEpisode 47: Announcing the "Productivity Pivot Book" Release
Exciting news! Jay Harrington announces the release of his third book, The Productivity Pivot. Listen in as Tom interviews Jay to share the inspiration, the process and the intended outcomes for the release of this book for lawyers looking to build a successful practice and achieve career satisfaction. Tom asked Jay:Why this book, and why now?If it's true that "too many lawyers are unhappy," how does this book aim to change that?What is at the root of happiness for attorneys, as addressed in this book?How can attorneys...
2020-08-0434 minThe Thought Leadership ProjectEpisode 46: Should Lawyers Consider Writing a Book?
In anticipation of Jay's forthcoming book, The Productivity Pivot, Jay and fellow author Tom discuss the pros and cons of writing a book as a component of a broader thought leadership program. As a former attorney who will soon publish his second book (and has already started his third!), Jay provides his own experiences about the rewards and rigors of authoring a book to delve more deeply into a narrowly focused area of subject matter, along with those he has discovered by interviewing, following and reading fellow attorneys-turned-author.Listen to discover how to best plan for the p...
2020-07-2834 minThe Thought Leadership ProjectEpisode 45: The “Expert’s Expert” on Positioning a Practice, with David C. Baker
How do you position a practice? How does narrow positioning tip the power dynamic in an attorney/client relationship in your favor? To answer these questions and more, Jay and Tom welcome David C. Baker to the show, who the New York Times called the “expert’s expert.” You will learn a ton in this insight-packed episode, including:The power of narrow positioning to generate clients and higher feesThe difference between vertical and horizontal positioningHow to find more time to create thought leadership (hint: raise your rates)How to not ac...
2020-07-1434 minThe Thought Leadership ProjectEpisode 43: How to Generate Traditional Media Visibility Through Modern PR
One of the marks of a thought leader is that the media takes notice. Lawyers who are thought leaders are often quoted as sources in stories. Their opinions and insights are used to make sense of the news. As a consequence of being featured in the media, a lawyer is perceived as more credible and authoritative, further burnishing his or her thought-leader credentials. In this episode, Jay and Tom discuss why pursuing a PR strategy is important, and how to do it. Topics discussed include:The PESO model - Paid, Earned, Shared, and Owned media...
2020-06-3031 minThe Thought Leadership ProjectEpisode 42: The Power of Good Data for Thought Leadership, with Greg Lambert
If you want to become a thought leader, you can't rely upon your opinion alone. Thought leaders curate the best data and information, and use it to inform their writing, and thereby their audience. Greg Lambert, Chief Knowledge Services Officer at Jackson Walker LLP, joins Jay and Tom discuss how a law firm's library and knowledge management teams can play an integral role in its thought-leadership marketing and business development. Topics addressed include:How law firm’s library and knowledge management teams collaborate with marketing and business development teamsHow lawyers can leverage the information fro...
2020-06-1630 minThe Thought Leadership ProjectEpisode 41: Capturing a Reader's Attention With Thought Leadership Writing Techniques
What happens when an English major and a former attorney get together to discuss writing techniques for legal thought leadership? Episode 41 of the Thought Leadership Project podcast! Listen in as Jay and Tom cite and examine various techniques for authors to employ in order to capture a reader's attention and keep it all the way to the ultimate call-to-action. Devices discussed include metaphors and analogies, data and statistics, research and sourcing, and even a little bit of storytelling. Discover what Tom says is missing from his writing, and see what might be missing from yours!
Reading & Resources
2020-06-0928 minThe Thought Leadership ProjectEpisode 40: Social Platforms + Thought Leadership—a Powerful Combination, with Adrian Dayton
Social media activity, content creation, and content consumption have all gone through the roof during the COVID-19 crisis. Adrian Dayton, founder and CEO of Clearview Social, joins Jay and Tom to make sense of what is happening with thought-leadership marketing at this moment, and why it matters. Issues addressed include:The massive amount of activity happening on social networksHow thought leadership shared on platforms such as LinkedIn and Twitter leads to new businessWhat ROI lawyers can reasonably expect from their activities on social platformsThe importance of employee advocacy
2020-06-0224 minThe Thought Leadership ProjectEpisode 39: The Art of Content Curation
We've spent a lot of time discussing the importance of content creation for lawyers who want to become and remain thought leaders. But what about content curation? Jay and Tom deconstruct a tried and true—and highly recommended—component of thought-leadership marketing to help fortify your position as industry expert.What is content curation, and what are some specific examples?Why is curation a vital component to an attorney's content marketing program?How does one know what to share...and where to find it?What is the appropriate mix or ratio of cur...
2020-05-1928 min