Is it Ever Really Just Lunch?

If you aren’t preparing for every interaction with a client or prospect, you may be wasting your time and theirs.  Here’s some food for thought on lunches and other planned client interactions.  Lawyers who “do lunch” do so because it seems like part of a healthy marketing strategy.  And it is.  But just showing up [...]

Better-Managing Outside Service Providers

While law firms are generally comprised of intelligent, multi-talented individuals, there will always be the need for law firms to hire some outside service providers.  Yet law firms are not known for being particularly good managers of these providers.  It might be a good New Year’s resolution to improve your ability to manage these services.  [...]

How to Support Your Associates in Marketing

Most firms are under-utilizing one of the most effective marketing tools of their future: their Associates.  This results in increased pressure on the rest of the firm to build business and may potentially jeopardize a firm’s stability in the future.  Law firms need Associates to step up and market, for everyone’s sake.   To steal from [...]

The Cost of Doing (Marketing) Business as Usual

Most businesses – especially law firms – must market to some degree.  And they do.  They have a website. They print business cards.  They make sure the logo is used on tombstone ads and sponsorship programs.  Law firms do spend some money on marketing, and some of their lawyers even spend time on marketing – [...]

Just Tell Me How to Market My Firm!

I often get asked “what kind of marketing should we do?” Or I’m asked to “just provide us with a bunch of great marketing ideas”.  No time spent determining what the firm wants to look like in the future.  No proper assessment of where they are today.  No indication of what success would look like.  [...]

What’s the Value of a Client Team?

Client teams may be one of the most powerful business development tools at your disposal, but are an oxymoron to most lawyers. As a profession, lawyers aren’t usually known for being team players.  By nature, they are individual thinkers and doers.  They like their autonomy, and tend to feel that too many rules restrict their [...]

What’s the Difference between Marketing and Sales?

Many firms include a marketing section in their plan and budget. But what they really mean is marketing and business development (or sales). They are two different functions, and if you don’t understand the difference, you might not be getting the results you would like from your marketing initiatives. So before you determine your marketing [...]

How to Market (When You Don’t Have a Marketing Department)

My focus is on small to medium-sized businesses (often law partnerships) and many of those don’t have internal marketing expertise.  So when I contact them to ask if they have a strategic plan or an annual business/marketing plan, most of them groan.  They know that they should have these key business tools in place; but [...]

By |2019-01-28T09:58:47+00:00April 13th, 2015|Marketing Logistics and Support|0 Comments

Succession Strategies for All Sizes

Firms are filled with people so passionate about their profession that their sense of self is founded in their careers. So the last thing they want to think about is leaving their profession.  Yet unless they give their eventual departure some strategic thought, they could be orchestrating a disastrous crescendo to their own career. Many [...]