The Lawyer's Field Guide to Effective Business Development (Published by the ABA)

Read the Of Counsel, July 2007 Edition, Review

Buy the book from the ABA


“Not only helps every lawyer overcome their business development fears, but also lays out an effective systematic approach that will help them grow their practice and deepen their professional satisfaction. A skill and confidence builder.”

Ronald M. Shapiro, Attorney, and co-author of Bullies, Tyrants, and Impossible People


"Bill Flannery's business development techniques and strategies have transformed the way in which the people in our firm think of business development and client service. Even our most recalcitrant critics of business development activities have been converted. Bill's techniques have become such an integral part of the way we provide service and communicate with clients and potential clients that we have turned his name into a verb, as in 'Let's Flannerize the known world.' His Lawyer's Field Guide should be on every lawyer's desk."

Keith B. Simmons, Bass, Berry & Sims PLC


“Long-term, profitable client relationships are integral to the enduring success of any law firm.  Bill Flannery's practical guide to acquiring and refining the face-to-face skills necessary for winning and keeping clients is a must-read for every practicing lawyer.”

R. Bruce McLean, Chairman, Akin Gump Strauss Hauer & Feld LLP


"Bill Flannery has been a pathfinder in the field of effective legal marketing for two decades, with an approach borne of practical sales experience in corporate America.  All lawyers, whether fully seasoned or newly minted, will benefit from his insights."

J. Terrence O'Malley, Managing Partner-United States, DLA Piper


“A concise and practical guide for relationship and business development that transcends any professional group. I recommend this guide as required reading for all business managers and professionals.”

Vince Lambiase, former CEO of Winchell’s Donuts, EZCorp, and founder of VA Lambiase & Company


"Bill Flannery has effectively captured the essence of the "art of the deal."  It's compelling, co-ordinated, connected and communicates the message with punch.  It's an essential tool for every lawyer.”

Pike Powers, Fulbright & Jaworski L.L.P.


 “In this wonderful book, Bill Flannery, who changed the legal marketplace forever, does what he’s been doing so effectively throughout his extraordinary career – he teaches lawyers how to sell. How can you build your firm’s business without it?”

Richard S. Levick, Esq., President and CEO, Levick Strategic Communications


"Essential reading for any lawyer interested in winning and retaining clients over the long term.  Bill Flannery is the undisputed leader in the field of helping lawyers improve their business development capabilities, and this book deftly combines field-tested, practical advice with deep insight about the nature of the relationship between lawyer and client that he has developed over several decades.  Destined to become the standard by which all other books on this topic will be judged."

Logan Chandler, Partner, The Strategic Offsites Group, Boston, Massachusetts


"Soul music had James Brown, the "Godfather of Soul."  Law firms have Bill Flannery, a true pioneer in business development for our industry.  The Field Guide provides a comprehensive roadmap for business development strategy.  Like the best soul sound, the Field Guide's straight-forward prose will resonate with your lawyers."

Kathleen H. Hilton, Director of Client Services, Pillsbury Winthrop Shaw Pittman LLP


“Bill Flannery's business development methodology has helped our lawyers turn listening and client service skills into business development prowess.  Bill's Field Guide walks you through his method step by step and holds nothing back.”

Jane S. Roberts, Pillsbury Winthrop Shaw Pittman LLP


“A must-read for all lawyers seeking to establish enduring client relationships that are both financially and professionally rewarding. In this book, Bill Flannery distills much of the wisdom he imparts in his renowned, high-voltage training workshops into an easy-to-follow action plan that can help every lawyer enhance his or her business development capabilities and confidence.

"The book also provides meaningful direction to firms about setting marketing and business priorities and creating a client-focused business development culture in their organizations.” Wendy L. Bernero, Chief Marketing Officer, Paul, Weiss, Rifkin, Wharton & Garrison


“Yes, every lawyer can develop business.  Flannery's methods are field tested.  Better yet, they work.  Flannery pairs sound theory with a practical plan that produces results.”

Scott Sorrels, Marketing Partner, Powell Goldstein LLP


“The Field Guide puts all of the WJF training components in one easy-to-use manual.  This will be a terrific resource for all of our Flannery graduates – past, present and future”

 Kim A. Perret, Chief Marketing Officer, Sutherland Asbill & Brennan LLP


"From the dean of law firm business development, a concise, practical and hands-on marketing and sales field guide.  A must read for all lawyers seriously interested in building and maintaining a successful practice”

Gary R. Garrett, Ph.D., G.R. Garrett Consulting, former Chairman and CEO, LegaLink Corporation


“Most lawyers are excellent at doing everything necessary in the representation of a client, turning over every rock, conducting infinite due diligence, preparing for every contingency, and doing the legal work.  But when it comes to developing client relationships- attracting, retaining and nurturing clients- too many lawyers do as little as possible, and don't prepare at all.  Bill Flannery's book is a detailed guide demonstrating how lawyers should prepare to get and keep clients to the same extent they do actual legal work.”

Gary M. Nelson, Vice President and General Counsel, Ceridian Corporation


The Lawyer's Field Guide to Effective Business Development is an excellent resource for almost any attorney.  The book includes not just theory but practical tools to use every day. A good read and handy reference.”

Michael B. Rynowecer, President, The BTI Consulting Group


"Bill's -- quite simply -- the best at delivering effective marketing rudiments to intelligent lawyers who have never been acclimated to, or have resisted adopting to, today's insanely competitive legal marketplace realities.  The case study/collaborative methodology he teaches, while demanding, is the most effective system to ensure lawyers absorb best practices."

Steve Barrett, Chief Marketing Officer, Drinker Biddle & Reath LLP