When I started at a law firm over 16 years ago, my idea was to start a National practice that was devoted to ERISA and single-employer re- tirement plans. The idea was that utilizing the law firm’s existing clientele to cross- sell my services would be a great way to jump-start it and develop relationships with other plan providers. Thanks to law firm partners who didn’t want to help, I decided that developing content in the form of articles and so- cial media that a plan pro- vider could use to maintain and develop their business would do the trick.
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