Mike Mellor is the Director of Marketing and Business Development at Pryor Cashman. Mike shares his thoughts about the importance of building a niche practice that demonstrates one's industry expertise, and reinforcing that expertise through the creation and publication of thought leadership. Mike, Jay, and Tom discuss:

• B2B buying and content consumption patterns

• How having a niche can help you stand out

• Why it's critical to frequently optimize and improve your website and LinkedIn bio

• The benefits of LinkedIn Sales Navigator as a business development tool

• What to do—and not do—when meeting a prospective client

Reading & Resources

• Connect with Mike on LinkedIn.
  Read Mike's article for The American Lawyer: Use You Digital Toolbox to Win Business and Build a Brand

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Hosts of The Thought Leadership Project

Jay Harrington is a lawyer, author, executive coach, and marketing consultant for law firms and lawyers. Tom Nixon, who is Chief Storyteller at the Harrington agency, has more than 25 years of experience helping experts become thought leaders. Both are prolific content creators whose work has been featured in leading publications in the legal industry.

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