Chapter 1

Aspiring Rainmakers Should Own ‘Own the Zone’

~Brenda McGann, McGann Pr.

If closing is truly a fine art, then the tactics needed to cross the goal line require mastering these final, decisive steps.This book, designed as a workbook,takes the reader through a range of options to get face-to-face with your prospects, the “CLOSING ZONE.”

In this book you will:

  • Learn how to multiply the use of individual marketing tools;
  • Maximize the impact of proposals and pitches;
  • Find ways to build a long term pipeline.


“. . . marketing restructuring program of our 15,000 person company helped us generate new business and become more effective.”

~Art Darrow, Chairman and CEO (ret.), Dames and Moore, Inc.

“There’s so much useful wisdom in Allan Colman’s Own the Zone that attentive readers will be better marketers and business developers simply by following these eminently practical tips and suggestions.”

~Larry Smith, Senior Vice President, LEVICK


Blog Posts

Lawyers – Can you answer these Business Development Questions? II.

The next two questions to answer are: 3. Are you selling but not seeing results? 4. Where are your opportunities? Next column, the last 2 of the most critical legal sales questions.

Friday, September 26th, 2014 04:37 PM

Lawyers – Can You Answer These Business Development Questions? I.

These start a series of questions lawyers must answer in the positive if they are to be growing new business. 1. Your competitors are asking for the business. Are you? 2. Are you bringing in new busin

Tuesday, September 23rd, 2014 03:29 PM

Don’t Miss our 3 Posts on LinkedIn

* Building a Profitable Pipeline * 4 Major Changes for General Counsel and Their Law Firms * Client Retention – Dancing With the Stars.

Monday, September 15th, 2014 06:21 PM

Has Your Firm Been Fired? — Client Retention IV.

In our firm’s Client Retention Survey (U.S. and Canada) last year, we asked: ” IF YOUR FIRM WAS TERMINATED BY ONE OR MORE LONG-TERM CLIENTS IN THE PAST 3 YEARS, WHY? (Could designate more

Wednesday, September 10th, 2014 11:20 PM


Edit post Dancing With the Stars : Client Retention Sep 8 2014 46Views 0Likes 1Comment  A summary of my article which appeared in the August, 2014 edition of Marketing the Law Firm. For th

Tuesday, September 9th, 2014 05:14 PM

CLIENT RETENTION – What Drives Clients Crazy III.

In addition to the 4 previous points made in BTI Consulting’s study, clients continue to find these additional issues: * APPARENT DISREGARD for client’s budgets (can you believe this?); *

Monday, September 8th, 2014 06:17 PM