Includes bibliographical references and index.

Imaginative planning -- Brainstorming to implementation -- The Mount Everest syndrome -- Specialty versus commodity work -- Introduction to client-relations skills -- Courting prospective clients -- Meeting prospective clients -- Handling telephone injuries -- Active listening -- Managing client expectations -- Building client rapport -- Getting referrals -- Delegating assignments -- Receiving assignments -- Giving advice -- Expanding services: cross-selling -- Transferring clients within the firm -- Handling accounts exceeding estimates -- Dealing with complaints -- Skills conclusion -- Becoming more valuable -- Lawyer and consultant? -- Doing more than required -- Practice with courage -- Leadership styles -- Meetings worth attending -- Overcoming meeting challenges -- Defining and fostering creative thinking -- Meetings that foster creative thinking -- Dealing with difficult people -- Being more entrepreneurial -- A reason for business development -- Moving toward emerging areas -- Industry group tactics -- Targeting tactics -- Dealing with rejection -- Your personal business advisors -- The power of appreciation -- Multidiscipline groups -- Becoming more profitable -- Harnessing technology -- Billing and finance -- Preparing better accounts -- Financial discipline -- Overcoming fee resistance -- Managing time -- The power of saying "no" -- Exploiting opportunities.

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