Legal Marketing & PR

Don't Fuss About The ACC's Value Index: Get With The Program

Posted on November 19, 2009
Paul Lippe of Legal OnRamp has an excellent piece in yesterday's The AmLaw Daily which supports what I wrote about last week on the subject (I love it when really smart people confirm one of my viewpoints – notice I only said 'one'). Paul points out that ratings will happen whether law firms like it or not, and, in fact, always have (albeit less formalized) in the form of word-of-mouth ratings...

New Survey: Top Activities To Win New Clients

Posted on November 17, 2009
A survey by The BTI Consulting Group for Hellerman Baretz Communications LLC released today provides insight into how to distinguish yourself from other firms in landing new clients. According to the survey, which involved interviews with the 'top legal executives' at 28% of Fortune 1000 and 15% of Global 500 companies, the best activities fall into 3 main categories: Personal Knowledge, Credentialing, and Awareness type of activities...

Are You Offering Alternative Fees Yet?

Posted on November 12, 2009
Don't get left behind. My colleague Jim Hassett has talked extensively about alternative fees over on his Legal Business Development blog for months. Jim conducted interviews this year between June and September with many high level people at 37 of the AmLaw 100 law firms...

ACC Value Index: what's all the fuss about?

Posted on November 10, 2009
As reported in today's The AmLaw Daily some "Law Firms Cautious About ACC Ranking System." You may recall that the Association of Corporate Counsel announced their Value Index at last month's annual meeting in Boston; and that it involves ranking outside law firms "based on evaluations from in-house lawyers...

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Quick Tips on Marketing Your Solo or Small Firm Practice

Posted on November 05, 2009
In case you missed '50 Ways to Market Your Practice' in the October 2007 issue of the ABA Journal's Law News Now it is certainly worth looking at, especially by solo's and small firms. Although you might think that some of the ideas are hokey, or would not fit your personal style or your particular practice, it still merits a quick read...

How Does Your Firm Stack Up Against The ACC Value Index?

Posted on November 03, 2009
The Association of Corporate Counsel (ACC)'s Value Index was announced and shared with members at last month's annual meeting in Boston. As reported in my earlier post, the criteria for measuring outside law firm's performance is based on a grading system from 1 (poor) to 5 (excellent) relating to the following service areas: Understands Objectives/Expectations Legal Expertise Efficiency/Process Management Responsiveness/Communication Predictable Cost/Budgeting Skills Results Delivered/Execution Joyce Smiley in her November issue of 'Verbatim' relates that a key question is also part of the index; to wit: 'Would you use this firm again?;' and the ACC encourages 'law firms to adjust their client satisfaction criteria to match the Value Index...

Base Your Marketing Budget On Plans Not Percentages!

Posted on October 29, 2009
Since the budget process is underway in many firms for 2010, I thought it was timely to talk about next year's marketing budgets. Actually, I received a Google Alert last week about a post I did in the very first week I started blogging in January 2005...

Should Lawyers Check Their Blackberries hourly?

Posted on October 27, 2009
In our fast-paced world, it seems like such availability is expected. Certainly, a partner at a BigLaw firm apparently thinks associates should, sorta. You can read about it on ABA Journal's Law News Now and Above the Law. In a nutshell, a partner asked an associate to send a fax to a client before the latter left the office, but junior forgot to check his emails and never got the word...

Implement a Referral Thank You System

Posted on October 22, 2009
During coaching sessions I always ask clients 'did you thank (so and so) for that referral you just mentioned?' Sometimes the response is 'oh yeah, I need to do that.' Thanking referral sources should not be something you have to remember to do. It should be automatic...

Seriously, Cutting Legal Costs Is Top Priority Says ACC Survey

Posted on October 20, 2009
According to the recently released survey by the Association of Corporate Counsel and Serengeti Law, the top priority for CLO's, for the first time in the survey's eight years, is 'controlling the costs spent on outside counsel,' as reported in today's issue of The AmLaw Daily...

Use "We" vs. "I" In Asking For Referrals

Posted on October 15, 2009
In my early lawyering days as an assistant attorney general in North Carolina, I had the privilege of having one of the best, most efficient secretaries possible. (I even tried to get her fiancée a job in town, so they wouldn't move out of state after the wedding...

Is Your Firm In Trouble In this Economy? Six Reasons It Might Fail

Posted on October 13, 2009
In a down economy, more law firms are likely to fail for a number of reasons that might not cause their downfall in boom years. And the reasons can run from how the firm is managed to how it isn't marketed. Judd Kessler has an article in the October issue of the Texas Bar Journal in which he shares his 'Six Simple Reasons Practices Fail...

What Are Your Clients Concerns? Ask Them

Posted on October 08, 2009
We were taught in law school, especially as it relates to witnesses at trial or depositions, to not ask a question that we didn't know the answer to. It's a preparation thing - as in 90% preparation and 10% inspiration to take some liberty with an old adage...

Marketing Mistakes Lawyers Make - Part II

Posted on October 06, 2009
In addition to the three mentioned last time there are seven other mistakes that Daniel Barnett covers in his free eBook 'Top Ten Marketing Mistakes Lawyers Make…and What You Should Be Doing Instead.' I agree with all of them, but want to particularly call my readers attention to the next three, and leave the remainder for your reading...

Marketing Mistakes Lawyers Make - Part I

Posted on October 01, 2009
Daniel Barnett, a reader in the U.K. let me know about a 28-page eBook he co-authored entitled 'Top Ten Marketing Mistakes Lawyers Make…and What You Should Be Doing Instead,' which he offers as a free download on his web site. Barnett is a practicing employment barrister in the UK...

Recession Tips for Solo and Small Firm Lawyers

Posted on September 29, 2009
Ran across the July/August issue of the ABA's Law Practice magazine which contains an article by Linda Oligschlaeger with the The Missouri Bar. Although her advice to solos and small firm lawyers covers practice management generally, I was particularly taken by 7 of her 15 tips which relate to marketing in these (or any for that matter) economic times: Develop a marketing and business development plan ASAP, if you don't have one; Rekindle relationships with other lawyers and business acquaintances (or any of your contacts) who might refer work to you; Work on providing the best client service possible, and that includes every person (lawyer and staff) that has any contact with clients; Consider refocusing your niche(s) to take advantage of new opportunities in the current climate; Drop the billable hour (okay she doesn't put it that strongly) in favor of alternative fees...

What's Your Tagline and Have the Partners Bought Into It?

Posted on September 24, 2009
A lot of law firms are into taglines. I've been involved with the practice when I was in-house. At times I like them, and other times I'm ambivalent. The important question, however, is: Do they help bring in business? I was talking with a large well-known firm last week that has had a slogan for a number of years that I really like...

Are You Being Served?

Posted on September 22, 2009
More importantly, are you serving others. I have always gotten a kick out of the British TV comedy by that name. My mother-in-law still watches it every chance she gets. If you want a laugh, check out some episodes on YouTube. I thought about that show when I saw Thom Singer's recent post on Some Assembly Required, where he mentions the importance of helping others to help yourself...

Do You Need A Reason To Do A Marketing Plan?

Posted on September 17, 2009
Isn't the need self-evident? By that I mean, if you don't plan what road your marketing should take, any frivolous (activity) path will get you there – to paraphrase the Cheshire cat in Alice's Adventures in Wonderland, which I've mentioned before...

Are Your Clients Satisfied With Your Services?

Posted on September 15, 2009
Do you know the real answer or are you just guessing? Those of us who provide client feedback services, and have reported how favorable clients react to satisfaction surveys, have an obvious bias. But that makes it no less important to ask your clients how you are doing...

Free Directory Assistance for Mobile Phones

Posted on September 09, 2009
There is no longer a valid excuse to not make that marketing call to a client or referral source from your mobile phone just because you don't have the number handy. Thanks to a heads up from Jim Calloway's Law Practice Tips Blog , I learned about a post on ABAnet...

Marketing Tools: Software & Gadgets to Die For - II

Posted on September 03, 2009
Well, okay to die for is a bit strong, but here is some software I really like. PersonalBrain 5.0 – the best and the most versatile database I've found to organize all your stuff. Check out the 3 min, 50 sec. demo below the banner on the home page...

Marketing Tools: Software & Gadgets to Die For

Posted on September 01, 2009
From time to time I have thought about sharing some of my 'toys' with my readers. Well, with the summer winding down, I thought I would take the opportunity to do just that. First, I'll cover three 'gadgets' I've found helpful. Next time, I'll cover some software I like, and that you may find useful in your marketing efforts...

Public Speaking Tip: Hold Eye Contact With Your Audience

Posted on August 28, 2009
Here's an interesting idea worth trying. Tom Antion over on Great Public Speaking suggests making eye contact with individuals  in the audience and hold it for 4 seconds. I think that four seconds is a l-o-o-o-o-n-g time. So, maybe 2-3 seconds...

Offer Fixed Fees NOW!

Posted on August 24, 2009
For those who rushed out this past weekend to take advantage of the 'Cash for Clunkers' program (like my son), now it is time to rush to offer fixed fees. According to a front page story in today's Wall Street Journal the ''Billable Hour' (is) Under Attack,' and more and more companies are demanding fixed fee arrangements from their outside law firms...

A Couple of Don'ts When Dealing With Reporters

Posted on August 20, 2009
Establishing good relations with reporters and editors is always a good thing. It is also one of my top ten best practices (check out No. 8 – 'Take a Reporter to Lunch'). Press coverage increases your credibility and is free vs. advertising, which both requires out-of pocket costs, and by its nature is less credible because it's you talking vs...

Avoid Malpractice by Improving Your Marketing Skills

Posted on August 18, 2009
It's easy! Listen to and communicate with your clients. Not only will it cut down on malpractice claims according an ABA article on avoiding such claims. In this month's issue of Law Practice Today the article highlights Mark Goulston, M.D., who states that lawyers can improve their communications with clients by doing one thing: 'listening...

Get Indirect Referrals By Educating Your Target Audience

Posted on August 13, 2009
In March I wrote a post about a client of mine who admitted being timid when it came to asking clients for work (or friends as I recall). There are also many lawyers who are shy when it comes to asking for referrals. One reason is that they don't want to appear 'pushy' or come across as a snake oil salesperson...

Return Phone Calls ASAP!

Posted on August 11, 2009
Some years ago at a seminar, I heard a story (likely just anecdotal) about the lawyer whose client called, but because he was busy and 'knew' what the client was calling about, he did not return the call. As the story goes, the client eventually called and retained another lawyer after reporting that she was seriously injured by a Coca Cola truck that ran a red light...

In-House Counsel Want Their Law Firms To Seek Feedback

Posted on July 30, 2009
More and more it seems that in-house counsel are expecting their law firms to ask for their feedback. Even though 'most general counsel and consultants say those law firms (seeking client feedback) are still in the minority and there isn't nearly enough of this type of dialogue going on' according to an article on Law...

Working A Room - A Big, Big Room

Posted on July 28, 2009
The jury is still out on social media's contribution to my bottom line. And tracking the tweets, updates, etc., on LinkedIn, Twitter, Facebook, and Plaxo can be time consuming. Accordingly, I've dipped my toes in (to mix metaphors with my jury), but clearly not convinced as to value…yet...

Writing And Speaking Can Be Like Getting A Free Lunch

Posted on July 23, 2009
Time for another marketing moment from 365 Marketing Meditations from Levick Strategic Communications for July 22: 'Publish. Gain internal credibility by first getting external imprimatur. Professionals will believe you're important if someone else thinks you are...

Help Corporate Counsel Manage Their Outside Legal Matters

Posted on July 21, 2009
A new survey by The BTI Consulting Group, as reported in Law.com's In-House Counsel, tells us that corporations are reducing the number of secondary law firms they use, not just to save costs, but to save administrative time in managing outside law firms...

Opportunities Do Exist For Firms That Really Change The "Legal Model"

Posted on July 16, 2009
As mentioned on several blogs, and in an ABA Journal online article, a recent survey of CLO's made clear that in-house counsel aren't buying the concept of a 'new legal model.' It isn't that they don't want one, it's just that 75% gave their firms a 0 to 4 (out of ten), 'indicating that firms have little or no interest in change;' that is, delivering greater value for the services provided...

Does Your Firm Have a Marketing Cop?

Posted on July 14, 2009
If it doesn't, it needs one. I've enjoyed Patrick Lamb's posts over the years at In Search of Perfect Client Service; and have been remiss in not linking to them more recently. He had a post last month that I missed at the time, but I'm glad I ran across it...

How To Make Your Website's Content Better

Posted on July 09, 2009
We all know that content is still king, right? I discussed this in a recent post,  however I didn't talk about specific ways to improve your content. My friend Trey Ryder, as is so often the case, provides some really good ideas in his current newsletter...

Billy Mays "the pitchman" and Legal Marketing

Posted on July 07, 2009
Being totally honest, when I first saw the title of Jeff Berman's post on AttorneySync about Billy Mays, who recently died suddenly, I thought it was a bit insensitive in its timing. But, as I started reading '6 Things We Can Learn From Billy Mays About Lawyer Marketing' (and before I saw his cite to one of my posts -- honest), I realized I had rushed to judgment...

Keep Your Web Site Fresh

Posted on June 30, 2009
It should be no secret that web site content continues to be king for purposes of search engines. Keywords, title tags, etc. are just additional jewels on the crown. So, keeping your web site fresh in terms of new content, fresh tags and keywords is important...

Enjoy Your Practice and Your Clients

Posted on June 25, 2009
Unfortunately, too many lawyers don't enjoy either. What a shame! I remember in David Maister's book True Professionalism where he recounts that 75% to 80% of lawyers he has surveyed merely tolerated or disliked the work they did in the past year or so...

Entertaining Clients And Referral Sources Isn't Enough

Posted on June 23, 2009
Entertaining clients and referral sources will not, by itself, result in new client work or a new matter. However, taking a client out to a ballgame or to the opera can enhance a relationship and help build a friendship. It can also help maintain long-term clients and referrals...

Referral System: Check Back With Those You Referred

Posted on June 18, 2009
Every lawyer should have a good referral system in place, since at least 71% of new work comes from referrals, as mentioned in an earlier post. As that post noted, 'giving vs. getting' is a very important element of any system. And every lawyer should check to insure his/her outgoing referral – whether to another lawyer, accountant, banker, etc...

Build Your Client Relationship's by Adding Value

Posted on June 16, 2009
My friend Stacy West Clark has 25 suggestions for adding value to your relationship with 'current clients, referral sources and potential clients,' which are for the most part 'free.' And I agree that by following her suggestions, 'you will get business' as well...

Work on the Good Surprises, and Avoid the Bad Ones in Your Client Relationships

Posted on June 12, 2009
Some may think that I have schizophrenic tendencies for saying "Surprise Your Clients!" in one recent post and "Clients Abhor Surprises' in an earlier one. Well, let me make this perfectly clear. That doesn't prove a thing. Although it does, it doesn't...

Good Advice From Lawyers Who Get It

Posted on June 09, 2009
A client reminded me this past week, as we're about to begin another coaching group, that I should emphasize to the lawyers that business development is not a single event but rather an ongoing process. As he put it, the lawyers need to realize that the coaching program is not about hitting home runs, but rather getting singles...

Treat Your Clients Like My Mechanic Would, and They Won't Consider Hiring Another Law Firm

Posted on June 04, 2009
Many years ago when I moved to Columbus, Ohio, I needed a brake job on my car. I went to the dealer, and also a small shop I heard about. The mechanic's quote was actually higher than the dealer, but I decided to use him anyway since his reasoning was sound...

Some Thoughts About Pitching In-house Counsel for Business

Posted on June 02, 2009
In several posts over the last couple of months (see Continue Reading below for four of them), I have mentioned that now is the perfect time for smaller firms to approach in-house counsel at larger corporations for business. Some of those reasons include: Rates are more reasonable; In-house lawyers are more cost conscious; More flexibility when it comes to alternative fees; Greater value from partners vs...

Understanding Your Clients Experience with Your Firm

Posted on May 28, 2009
In my last post, I talked about some simple, smart ideas from Reid Trautz that were pretty easy to implement. One of them involved lawyers 'experiencing' what clients experience upon entering the firm's office. Building on that idea, I came across an interview of Gerry Riskin of Amazing Firms, Amazing Practices by Arnie Herz of Legal Sanity...

Simple , But Smart Ideas to Improve Your Practice

Posted on May 25, 2009
Reid Trautz, one of the blogosphere's pioneers at Reid My Blog, has a helpful piece in the current issue of the ABA's GPSOLO Magazine where he shares a 'few management ideas that, through a small investment of time, can have the biggest impact on clients, office productivity, firm profitability, and your quality of life...

Love Those Clients - Now More Than Ever

Posted on May 21, 2009
Emotion has everything to do with everything we do in life. Yet apparently, the B2B marketplace according to a Gallup Poll doesn't reflect the importance of an emotional connection when it comes to business-to-business dealings. I guess I'm surprised by that, and would think that such is not the case when it comes to the legal industry...

Client Feedback Is More Important Than Ever, But Be Careful

Posted on May 19, 2009
Not only is client feedback important, but in past posts I have sung the praises for in-house client feedback programs that demonstrate to clients the firm's management is sincere in determining whether the client is satisfied with the law firm's services...

Surprise Your Clients!

Posted on May 14, 2009
If there is one thing I have preached over the years is to NEVER surprise your clients. In conducting client interviews over the years, I have consistently heard from law firm clients that they HATE surprises. So, what's up with the title to this post? Have I gone mad? I'll leave that to others...

Sage Marketing Advice from an Experienced Litigator

Posted on May 12, 2009
A litigator with 57 years of experience was recently quoted in an article on Law.com's Small Firm Business on the art of attracting clients. One might think that someone who started practicing law in 1952 might be a bit long in the tooth when it comes to developing business in this day and age...

Have You Talked With BigCorp Yet?

Posted on May 05, 2009
In yesterday's online issue of AmericanLawyer.com, there was more talk about corporations, who have traditionally utilized BigLaw, switching to smaller law firms. Companies like Nouveau Elevator Industries, SAIC, Cisco Systems, HCA, and 3M Company are among those cited in the article 'The Big Squeeze' (free registration required) as switching at least some of their business to smaller firms...

Google Alerts and Google Profiles - Set Up Both Today

Posted on April 28, 2009
Over the past several weeks, I have been emphasizing during my client coaching calls how easy it is to set up Google Alerts for their business development targets (i.e., clients, referral sources and prospects). Then when they pick up tidbits of information about these targets, they can use it as an opportunity to make contact (borrowing from the real estate industry, the most important factor in personal services marketing is: contact, contact, contact) to build on an existing or desired relationship...

Ask Your Clients What They Need

Posted on April 23, 2009
It has been a couple of years since I looked at 365 Marketing Meditations: Daily Lessons for Marketing & Communications Professionals. This handbook of snippets produced by Richard Levick and Larry Smith of Levick Strategic Communications, is a goldmine of useful, pithy sayings useful to the legal marketing community...

Another Reason Smaller Firms Will Pick Up More Corporate Work

Posted on April 21, 2009
We've talked about (here and here) several reasons why small and mid-sized regional law firms are picking up corporate work that has traditionally been done by larger law firms. The reasons include: Lower hourly rates, Alternative fees, Tighter in-house budgets, BigLaw partners departing for smaller firms to retain clients, Unsustainable associate salaries in large firms, Now comes another reason I hadn't thought about...

Both Business and Personal Brands are Important for Lawyers

Posted on April 16, 2009
Back in February I wrote the post Your Personal Brand is Important For Your Success. In it, I said:   'Your personal brand impacts whether clients hire you or not. I believe that how you act in public, treat your staff, dress, contribute to the community, talk to strangers, act with your clients, etc...

Public Speaking: Get There Early and Make Them Laugh

Posted on April 14, 2009
Last week a client asked me for ideas on how to begin his CLE presentation before a state bar group. We talked about humor as an ice breaker, if he was comfortable with that. After that call, I ran across a post by Tom Antion at Great Public Speaking blog about showing up early and listening to the other speakers who are presenting ahead of you...

Will Clients Gain From Cutting Lawyers and Staff?

Posted on April 07, 2009
According to general counsel Paul Newton of Bupa, the large U.K. based international health insurance company with 8 million customers in 190 countries, 'some of these savings have got to find their way into clients' pockets, not just partners' pockets...

Marketing Opportunities Abound for Mid to Small Law Firms

Posted on April 02, 2009
Law departments in large corporations and some law firms are definitely re-evaluating their relationships, according to an article in the March issue of Inside Counsel magazine. The article "Feeling the Pinch: How the economic crisis could change your law firm relationships' sets forth succinctly the realities of today's world...

More Evidence That Smaller Firms Are Winning Over BigLaw Clients

Posted on March 31, 2009
It was reported in Law.com's In-House Counsel back in 2007 that small firms were using flat fees to gain an edge in taking corporate clients from larger firms. That is still the case. As reported in a post on the Desert Law Blog citing the now famous New York Times article quoting Evan Chesler of Cravath, Swaine & Moore denouncing the billable hour, small firms are still ahead of large firms in going to flat fees...

Does Your Web Site Adequately Reflect Your Brand?

Posted on March 26, 2009
Your web site, as with all your marketing materials should be consistent and reflect your brand, which hopefully echoes the value you bring to clients who hire the firm. Too few firms do a good job at that. Now, don't get mad at me. Although I agree with the statement, it really comes from someone who knows and has received dozens of awards for web sites his company has designed over the years...

Are You Too Timid to Ask Clients for Legal Work?

Posted on March 24, 2009
A client of mine during one of our weekly coaching sessions last week told me that she was not comfortable asking clients for work. At first, I was taken aback, since I'm thinking that it isn't as tough as asking a prospect for work. I mean for goodness sake, it is a client that already knows and uses you...

Job Seekers: Market Yourself on Social Media Sites

Posted on March 19, 2009
Certainly you know of someone who is looking for a job during these tough economic times, whether in our legal community or not. It appears that social media sites may be able to help I'm learning more each day about the benefits of social media, and don't pretend to have a full grasp of all its implications...

Is "Social Media" Networking's Nirvana? Possibly Not!

Posted on March 17, 2009
According to a guest post on Duct Tape Marketing by Susan Wilson Solovic, CEO and co-founder of SBTV.com (as in Small Business TV), she prefers to network 'the old fashion way.' Her post probes the issue whether anyone really knows what networking means anymore...

Important Tips From Three Referral Gurus

Posted on March 12, 2009
Focusing on prospects in a down economy – or any economy for that matter – is far down my list of suggested marketing priorities. On a scale of 1 to 10, I'd rank it a 15. Business development activities should be focused on existing clients and referral sources 99...

Do Your Clients Value Your Services?

Posted on March 10, 2009
Doing a good job for your clients, keeping them informed, not overlawyering or overbilling, treating them with respect, and visiting your clients off the clock are just a few of the ways you can bring value to your client relationships. Jim Durham, formerly CMO at Ropes & Gray in Boston, spoke to the Delaware Valley Law Firm Marketing Group recently and equated the phrase 'Listen to Your Clients, Stupid' with the KISS truism...

Lawyers: Don't Sell The Wrong Thing

Posted on March 05, 2009

Associate Warning: Learn To Market or Plan to Win the Lottery

Posted on March 03, 2009

Marketing with Limited Budget in Hard Times

Posted on February 26, 2009
Although I have preached about the need to increase not decrease marketing budgets on this blog over the past month or more, let’s be realistic – I say to myself – not every firm will follow that advice. Some have or will cut budgets no matter what...

Be a Better Marketer by Saying "No" Sometimes

Posted on February 24, 2009
This is a similar theme to my post last week about not abandoning your niche in a down economy. It is related in the sense that by turning down work that you do not want, don’t usually handled, and is outside your niche is the right move – at any time – but especially now...

Blogged Directory

Posted on February 22, 2009
<a href="http://www.blogged.com/directory/business/marketing"> <img src="http://www.blogged.com/icons/vn_tomk6_131267.gif" border="0" alt="Marketing Blog Directory" title="Marketing Blog Directory" /></a>

Market Your Uniqueness to Stand Out Among Lawyer-Peers

Posted on February 19, 2009
Every lawyer is different from every other lawyer, just as every case is different in some way. Too many clients or potential clients don’t know that. In fact, many think lawyers are pretty much all alike. Thus, it is very important that when it comes to marketing that you set yourself apart from the crowd...

Don't Dilute Your Niche In a Down Economy

Posted on February 17, 2009
It is very tempting to take whatever legal business comes over the transom in a down economy. Heck, if the firm’s normal business is slow, some lawyers might be tempted to take whatever work comes along. Wrong! It is the worst time to start diluting your brand...

Your Personal Brand is Important For Your Success

Posted on February 12, 2009
If you believe, as I do, that business development (aka selling) is everything you do as a lawyer, then a recent article by Shai Littlejohn that appeared in The National Law Journal and on Small Firm Business about the importance of your personal brand may be of interest...

Get to Know Your Clients' Businesses While Making Friends

Posted on February 10, 2009
Law firm clients often complain that their lawyers do not understand their business. It frustrates them to have to educate their outside lawyers about the issues they deal with, and which their attorneys need to understand, to represent them properly...

Smart Law Firm Marketing Includes Flexibility When It Comes To Collections

Posted on February 06, 2009
I met with the managing partner of an 80-lawyer firm on Monday, and was somewhat surprised to hear that the firm has not laid off anyone, not lawyers, not staff. Later the same day, I met with the executive director of a 110-lawyer firm who told me the same thing...

Food For Thought on Surviving the Current Downturn

Posted on February 02, 2009
Now is not the time to panic. Panic can take several forms in today’s economic climate; most notably in the firing of lawyers and staff, hounding clients for payment (not smart marketing for the long term), and cutting costs excessively. That is part of the message garnered by LawPRO magazine from a panel of knowledgeable folks and reported in an article entitled “Surviving the slide: what firms should (and shouldn’t) do to ride out the economic storm...

Down Economy Isn't Necessarily Bad For Smaller Firms

Posted on January 29, 2009
After reading for months about tons of layoffs of both lawyers and staff by BigLaw firms, one may think that the legal business is in trouble in this down economy. Not so fast. An article to the contrary by Thomas Adcock that appears the recent issue of Law...

Now Is The Time To Consider Alternative Fees

Posted on January 26, 2009
Evan Chesler, presiding partner at Cravath, Swaine & Moore shocked a lot of people within the legal community with his recent opinion piece on Forbes.com advocating the death of the billable hour. Basically, he states that the billable hour “makes no sense...

Are You Meeting Client Expectations? Do You Know What They Are?

Posted on January 20, 2009
Meeting client expectations has been a recurring theme of mine, and one I have discussed a number of times in the past. (See Continue Reading below for links to several of them.) But, those posts dealt mostly with meeting client “service” expectations...

Make an Impression That Clients Remember

Posted on January 15, 2009
If you really want to make a difference so that clients remember you and send you referrals, then a story Trey Ryder tells about a doctor may help. As the story goes, Trey was talking with a small business owner who told him that 15 years earlier his wife’s doctor called on a Saturday to check on how she was doing...

Justia and Cornell University Team Up To Improve Your SEO

Posted on January 13, 2009
Do you want more traffic coming to your website? Who doesn’t? Tom O’Leary, a true SEO guru, has a post on leveraging the combined Justia and Cornell University directory listings over on The Attorney Marketing Blog.  He informs us on how you can get the search engines to pay more attention to your web site and/or blog (Tom has done some SEO work on my blog, and I have been very, very pleased)...

Selling By Any Other Name is Still Selling

Posted on January 08, 2009
An article that appears in Small Firm Business reports that 55-lawyer Birmingham firm of Lightfoot, Franklin & White received the highest marks in client satisfaction according to a recent Altman Weil survey. Yet, the article “Firm Avoids Marketing, Gets High Client Satisfaction Marks” indicates that the firm is NOT doing marketing (or business development, if you will)...

Another Firm Increasing Rather Than Decreasing Marketing Budget

Posted on January 05, 2009
In a post last month, I mentioned one Texas law firm that actually admitted it was increasing its budget for marketing, rather than decreasing it. Definitely not the trend, I can tell ya. But smart. Now we hear about a number of firms in the Philadelphia area that will be refocusing, and possibly redirecting their business development efforts, but will not likely be cutting their marketing budgets either, according to an article that appears online in the New York Lawyer (free subscription required)...

Beware of Costly New Scam Involving Law Firm Websites

Posted on December 30, 2008
Reid Trautz is a pioneer and one of the most respected among legal bloggers.  Although I am officially taking this week off, Reid's post of yesterday is too serious to wait, and I commend it to your reading at the earliest opportunity.   Happy New Year to all!  

Plan to Crank up Marketing Budget in 2009. Huh?

Posted on December 16, 2008
Yep! While a number of large law firms are cutting lawyers and staff, it is no secret that budgets, including marketing budgets, are being trimmed for the coming year. Unfortunately that is shortsighted. In fact, it may reduce the amount of new business harvested in the coming year...

Holiday Gift Suggestions - 2008

Posted on December 11, 2008
For those last minute shoppers (like yours truly), I appreciate suggestions from any quarter on solving my gift-giving problems. I found the list compiled by Patrick Johansen over on the LawMarketing Portal to be helpful. It consists of a wide array of suggestions from a number of folks in the legal business, so it is definitely worth a look for ideas that might strike your fancy...

Holiday Cards Can Show Clients You Really Care

Posted on December 09, 2008
It’s not too late for holiday cards, but if you do send ‘em this year (and I think you should) remember to do it with feeling. That is, Sign The Damn Holiday Card, and include a brief, personal, handwritten note. Oh yeah, hand address the envelope also...

Time to Apply Clear Vision to Your Firm's Direction

Posted on December 04, 2008
In planning for the New Year, especially since it is fast approaching, apply vision toward the kind of work and clients you really want to represent; rather than following the traditional approach of taking whatever comes in the door. That’s the advice shared by Daniel Scocco over on DailyBlogTips in his article “Have a Vision Instead of Acting Opportunistically...

Now is the Time for Creative Billing to Gain More Clients

Posted on December 02, 2008
A number of companies (such as Burger King and AT&T) are scrutinizing the billable hour due the pressure to reduce legal costs, especially  in light of the down economy. Accordingly, they are looking at alternative billing methods they, including fee caps, blended rates, discounts, fixed fees, monthly retainers, success fees, and contingency fees...

Smart Marketing: Focusing on Clients in a Dismal Economy

Posted on November 20, 2008
Thanks to John Moore at Brand Autopsy for the alert to Neal Stewart’s YouCan’tBuyThat.com blog, and especially his post “Recession Marketing Strategies.” Both John and I particularly liked Neal’s strategy when it comes to existing customers (read clients): "Find ways to engage in conversation with your heavy users and fanatical consumers...

How Do You Compare To Other Lawyers In The Current Economy?

Posted on November 18, 2008
The ABA Journal is surveying lawyers about the job market and the current state of the economy. Since I’ve had several posts on this blog about the down economy and its relationship to marketing, I’m thinking my readers might want to see how they compare to other lawyers out there in the legal marketplace...

Now Is Not The Time To Cut Your Marketing Budget

Posted on November 13, 2008
Although we lawyers were taught in law school that we could do brain surgery – if only the light was right, please don’t utilize a surgical knife when scrutinizing your coming year’s marketing budget. As many investment advisors (oh yeah, we were taught we could do that too in our sleep) are telling their clients, now is a time to buy not sell...

Both Marketing And Client Service Are Staff Functions

Posted on November 11, 2008
In commenting on my last post about involving staff in marketing, Dan Hull over on What About Clients? blog goes one step further. He reminds us that all employees and shareholders must take both marketing and client service seriously. Actually, they are inseparable...

Staff as Part of Marketing - Continued

Posted on November 07, 2008
As I mentioned in my last post about making the non-marketing staff a part of the firm’s business development efforts, Stacy West Clark’s article on that point gives some suggestions on how to accomplish that with at least a two categories of staffers...

Staff is Part of Your Marketing Effort - Whether You or They Know it or Not

Posted on November 05, 2008
It continues to amaze me how few law firms engage their non-marketing staff in the firm’s business development efforts. The funny part is that these staff members are involved in marketing your firm in one way or another, if they deal with clients, potential clients or the public at-large...

Staff is Part of Your Marketing Effort - Whether You or They Know it or Not

Posted on November 04, 2008
It continues to amaze me how few law firms engage their non-marketing staff in the firm’s business development efforts. The funny part is that these staff members are involved in marketing your firm in one way or another, if they deal with clients, potential clients or the public at-large...

Marketing Needs to Continue After Landing a Client

Posted on October 30, 2008
As odd as it may seem, the chase and the capture of a new client ends marketing for some professionals. They get so caught up with gaining a new client that they forget that marketing does not end with obtaining a new matter, it is only the beginning...

Can You Use Some Marketing Help?

Posted on October 29, 2008
Does your firm need assistance in meeting revenue goals in these tough economic times? If so, you have a couple of options: 1. You can refer to the Topics on the right side of this page for posts that focus on helping your law firm increase its revenue...

Stay Close To Your Clients In These Times: Reinforced

Posted on October 28, 2008
Recently, I did a post on how important it is to stay close to your clients in these troubling economic times. Well, it seems that the idea is supported by Hildebrandt’s “Special Client Advisory: Fall 2008.”   The special advisory suggests nine steps for firms to consider in weathering the storm; and includes such things as concentrating on collections early vs...

Warren Buffett's (and Wayne Gretzky's) Advice Applies To Law Firm Marketing

Posted on October 23, 2008
While some may be in denial, Warren Buffett writes in an Op-Ed piece in The New York Times (free registration required) that the “financial world is a mess”… but that he is now “buying American stocks.” He’s talking about his personal account (not his Bershire Hathaway holdings) which traditionally has been entirely in U...

Invite Your Clients to Your CLE Sessions

Posted on October 21, 2008
By providing additional services to clients at no charge is, of course, an excellent business development strategy. One example of such services might include inviting your clients to your internal CLE seminars. This isn’t a new idea, and some firms have been doing this for years...

Don't Be a Marketing Sinner

Posted on October 16, 2008
It is important, particularly in the current, dismal economic climate to communicate well, especially with clients. Our message needs to be clearly, concisely and competently conveyed (how about that alliteration, huh? - yeah, you’re probably right)...

Make Every Effort to Recession Proof Your Law Firm

Posted on October 14, 2008
 Some law firms will feel the pinch more than others during the current downturn. But all firms will feel it one way or another. Whether it is less work, losing clients because of mergers/acquisitions, or because of difficulty in collecting fees from financially stressed clients...

Who's Quarterbacking Your Marketing Plays?

Posted on October 09, 2008
Smaller law firms are usually in a better position to make a marketing decision than larger firms. It’s a numbers game. Often in BigLaw too many people are involved, which not only means the process takes longer, but a decision can become so diluted as to lessen the effectiveness of any business development program...

More on What GCs Look For in Outside Law Firms

Posted on October 07, 2008
A panel of general counsel at the September meeting of Legal Marketing Association’s Metro Philadelphia Chapter told the audience that they REALLY crave better communications and efficiency from outside counsel. As reported on Law.com’s Small Firm Business by reporter Zack Needles, the GCs:   Don’t Like: “centralized attorney structure” (where client must go through a senior lawyer not working on the matter, rather than just dealing directly with lawyers who are); Relationship partner being too involved (thus, creating less efficiency in handling their matter); Glossy advertisements, “trumpeting “firm accomplishments, which have “little bearing on (the) opinion of a firm”; Formal RFPs (although apparently one or more have used them), and especially where firm sends big guns (who won’t be working on matter) to the presentation; and The firm adding new attorneys to a matter, and finding out about it on the bill...

"Thank You for that Referral - Last Year"

Posted on October 02, 2008
Oops. That note to a referral source might be a bit tardy, but a late “Thank You” is better than no thank you according to Thom Singer on Some Assembly Required, and I agree completely. Further, I’m a big fan of handwritten notes, since they are used so infrequently these days...

In-Person Client Satisfaction Interviews DO WORK

Posted on September 30, 2008
I’ve been doing client interviews since 1990, and I know they do two things well. One, they can save clients before they leave the law firm for another (I really have a dynamite story on that point, but it will take too long to relate it here, so call me if you want to hear it)...

Time to Get Closer to Clients

Posted on September 25, 2008
To borrow from the quote by J. Wallace Day about keeping friends close and enemies closer, I might suggest that in a down economy, one should keep their family close and their clients closer.  My colleague Jim Hassett over at Legal Business Development blog talks about some scary stuff that is occurring to law firms in the current economic climate ...

Email vs. Phone vs. In-Person Meeting? Four Viewpoints

Posted on September 22, 2008
The e-mail question is: "To what extent can you substitute emails for telephone calls and face-to-face meetings when maintaining and developing relationships with clients and other key market contacts?”   My answer: You can’t. Period...

Turn Off That Blackberry and Listen

Posted on September 17, 2008
Have you noticed how some people during a pitch or while listening to a speech will be checking their iPhone (or whatever), instead of giving their undivided attention to the one talking? I’ll bet you’ve never done that, right? Careful, your nose is growing...

Reminder: Coming on September 22 - Email vs. Phone vs. In-Person Meeting? Four Viewpoints

Posted on September 15, 2008
Watch for the synchroblog next Monday, where four bloggers will answer the same question on the same day on their respective blog. And the question is: "To what extent can you substitute emails for telephone calls and face-to-face meetings when maintaining and developing relationships with clients and other key market contacts?”   On September 22, four bloggers will post their answers simultaneously...

Firm's Message to Associates: "If You Can't Steal The Firm's Clients, We Don't Want Ya"

Posted on September 12, 2008
My friend Dan Hull of What About Clients? blog and Hull McGuire PC law firm, has an extremely provocative post about the message he believes should be conveyed to associates in his firm and others.  Here’s the message:    We want you to provide such fabulous service to our clients, that they will think the world of you; and yes, if you were ever leave this firm, the client might go with you...

Don't Have Time for Marketing? Preposterous!

Posted on September 10, 2008
Following up on my post of last week "Too Busy for Marketing? Or Just Unfocused?,”  I ran across a post by John Jantsch over on Duct Tape Marketing where he uses the “P” word. He apparently encounters small business owners (like some lawyers I meet), who say that they're too busy to market, and he takes issue with that...

Coming on September 22: Email vs. Phone vs. In-Person Meeting? Four Viewpoints

Posted on September 08, 2008
Watch for the upcoming synchroblog. A WHAT you might ask? It’s where four bloggers will answer the same question on the same day on their respective blog.  And the question is: "To what extent can you substitute emails for telephone calls and face-to-face meetings when maintaining and developing relationships with clients and other key market contacts?”   On September 22, four bloggers will post their answers simultaneously...

Too Busy For Marketing? Or Just Unfocused?

Posted on September 04, 2008
Often one hears from lawyers “I’m just to busy to be marketing.” Maybe they are just focusing on the wrong stuff?  Reasons might include they're too busy with: Administrative tasks best left to others, or Working on files they wish they didn’t have, or Representing clients they don’t like working for...

No Client Base? Start Working Referral Sources Now

Posted on September 02, 2008
The two best sources of new business for lawyers are current clients and referral sources (also referred to as word-of-mouth). Having just finished an action plan last week for a relatively new, young lawyer who does not have his own client base, it became pretty obvious that the place for him to start in building a client base is with referrals...

What Happens When A Gorilla Firm Moves into Town?

Posted on August 28, 2008
There has been an interesting discussion going on over on both the LMA (Legal Marketing Association)’s listserv and The LawMarketing Listserv (membership required for both) the past few days about what a small law firm should do when BigLaw moves into their marketplace...

Seeking Feedback: Before, During and After A Matter

Posted on August 26, 2008
There is no wrong time to seek client feedback about your firm’s performance. Not only should law firms ask how they are doing on current matters, but how they have done in the past, and how they can provide better service in the future. Although nobody likes to get bad news, it is better to learn if a client has an issue or problem prior to their walking away and never using the firm again...

Networking: Better to Give, Then You'll Receive A Plenty

Posted on August 21, 2008
As I was working today to finalize an action plan for a client, I realized how important networking was going to be for this young lawyer who is interested in building an immigration practice.  Networking is not every lawyer's favorite thing, in fact, many attorneys are just not comfortable with it...

Networking: Better to Give, Then You'll Receive Plenty

Posted on August 21, 2008
As I was working today to finalize an action plan for a client, I realized how important networking was going to be for this young lawyer who is interested in building an immigration practice.  Networking is not every lawyer's favorite thing, in fact, many attorneys are just not comfortable with it...

Should You Pay Attention To The Social Networking Craze?

Posted on August 19, 2008
Most everyone who has heard about the Internet, or has a child capable of educating them, has heard about social networks like MySpace, LinkedIn, Facebook, Plaxo, etc. etc. etc. The “etc’s” are part of my point. There are new ones springing up almost every day...

Seek Client Feedback For The Right Reasons

Posted on August 14, 2008
Although I believe that law firms will gain more work from clients because they seek feedback on how they are doing, that cannot be the reason for undertaking such a program. The honest reason for seeking client feedback must be based on caring for the client and the relationship...

Get Top of Mind Awareness and Increased Revenues Through Innovation

Posted on August 12, 2008
A recent survey spells out how innovation not only helps keeps certain law firms top-of-mind, but also more profitable.  My friend Stacey West Clark has another great article (her standard fair) that appears on Law.com’s Small Firm Business about BTI's Survey of National Market Awareness 2008...

Time to Get Religion When It Comes to Client Service

Posted on August 07, 2008
Building on an earlier post of mine about avoiding paying lip service to client service.  Dan Hull over on What About Clients? blog has a very interesting post he calls “All Hat, No Cattle.”I am a fan of Dan’s blog, and as the name implies he is BIG on client service...

Take Your Web Site Up A Notch With SEO

Posted on August 05, 2008
There probably isn’t any lawyer (who has heard about the Internet) who doesn’t know the importance of search engine rankings. Over last couple of years I’ve become big believer in the importance of search engine placements, since this blog during that period has been ranked second on Google and Yahoo for legal marketing...

Dont B 2 Casual w/ Ur Mktg Comms!

Posted on July 31, 2008
Whether you are sending an email message from your Blackberry or desktop, don’t be too clever when it comes to business development communications with clients, referral sources or prospects. Leave such for your closest friends and family.Why? Because it isn’t cute any more (I know, I know – old foggy-speak)...

Why Aren't Law Firms Talking To Their Clients More

Posted on July 29, 2008
An article (available to Association of Corporate Counsel members) by Susan Jacobsen that appears in the April 2008 issue of ACC’s “Hands On” addresses some “Lessons for Law Firms” as a result of a GC panel discussion at the 15th Annual Marketing Partner Forum this past January...

Niche It: Stop Chasing Those Undesirable Cases and Clients

Posted on July 24, 2008
Can’t imagine anyone arguing with the statement that lawyers are happiest when they are doing the work they enjoy for clients they like. Although I have covered this topic more than a half-dozen times, it is worth mentioning again. Especially when you run across a succinct article that emphasizes the point so well...

Become a Networking "Stalker"

Posted on July 22, 2008
Too many of us, myself included sometimes, approach networking with first trepidation and then with resignation. Unfortunately, with that approach the results are usually less than satisfactory. One should not just attend a networking function and hope for the best...

Strategic Marketing or Just Common Sense During a Recession?

Posted on July 17, 2008
Ran across an interesting article by Glenn Ebersole that appears on EzineArticles.com that talks about the need for a strategic action plan during a recession. Strategic planning is always a good idea, but sometimes we consultants can overcomplicate a process when a common sense approach is all we’re talking about...

How to Build Long-Term Relationships

Posted on July 15, 2008
Whether you are trying to build a relationship after landing a new client, or to enhance existing client relationships, there are effective things a lawyer can do to accomplish both.A Q&A article by Frank D’Amore that appeared in The Legal Intelligencer a couple of days ago, and on Law...

Posted on July 14, 2008
Testimonials Over the years Tom has been gratified by the letters and e-mails he has received from lawyers, both those he has worked with while an in-house marketer, and while a consultant. Excerpts from those communications are included below. Copies of the full letters are available upon request...

Down Economy: Rainmakers Need Not Worry

Posted on July 10, 2008
According to an article by Jamie Heller on the Wall Street Journal’s Law Blog, law firms are not going to have a good year. In fact, according to a Wachovia Wealth Management group that services law firms, firms are looking at a downturn of 5% - 6%...

Now, More Than Ever, Talk With Your Clients

Posted on July 08, 2008
Two recent surveys really point out how important it is for law firms to stay very close to their existing clients. Not only by communicating constantly, but seeking feedback on how the firm is doing.Why?Because clients, especially in-house counsel, continue to be concerned about the costs of outside legal services...

Stop Marketing - Today!

Posted on July 01, 2008
Okay, only if you are going on vacation today. The point is that if you plan to take a vacation this summer, truly take a v-a-c-a-t-i-o-n. It will allow you to come back – not only to your law practice, but your business development activities as well – with a fresh look and attitude...

Wrong Marketing Assumptions

Posted on June 26, 2008
Anyone who has been developing business for awhile pretty much knows that certain things are not true, and can adversely impact their marketing efforts. But it doesn’t hurt to occasionally be reminded what some of them are.Trey Ryder does just that in his current newsletter in an article he calls “11 Deadly Assumptions That Kill Your Marketing Program...

Best Practices for the Down Economy - The Same!

Posted on June 24, 2008
Humberto Cruz, the author of “The Savings Game,” a financial column that appears in a number of newspapers, had an article last week in my local paper entitled “That advice for bad times? It’s not just for bad times.” (at least that was its title in my local paper)  “Continue Reading” below if you want to read about Cruz’s financial suggestions...

Thoughts on Client Referrals

Posted on June 19, 2008
After getting more work or referrals from clients, the next best source of new business is from referrals from other sources. Many of the same types of business development activities you undertake for clients are effective for referral sources as well...

Make Friends for Long Term Client Relationships

Posted on June 17, 2008
I have often preached at seminars and law firm retreats, that the key to successful legal marketing is to go out and befriend people. My formula goes something like this: Make contacts, contacts, contacts (to borrow a concept from my realtor friends),+Communicate constantly+Build upon relationships+Turn into friendships=Long Term Client Relationships Of course, planning and focus are an important part of whom one should be making contact with in the first place...

Listen to General Counsel

Posted on June 12, 2008
It certainly is no secret that a lot of general counsel are not exactly thrilled with their outside law firms these days. What with record profits by BigLaw (and one firm bragging about it), the cost of first year associates salaries and rising billing rates, the evidence is clear...

Public Speaking: Try Some Humor...Carefully!

Posted on June 10, 2008
Before I give a speech, I get nervous. I’ve learned over the years that that is a good thing. If I’m not nervous, it’s because I am overconfident, and then I usually bomb. So, I don’t dread being nervous, but I like to get over it pretty quickly after beginning my talk...

How Do You Keep Clients Informed?

Posted on June 05, 2008
A few years ago, I met a lawyer who sat on the grievance committee (Committee on Professional Standards, Appellate Divsion, New York State Supreme Court). She informed me that 80% of the grievances filed against lawyers in the state were due to inattention to a client’s matter and for failure to communicate, generally...

Don't Let Client Service Be Merely Lip Service

Posted on June 03, 2008
Unfortunately, too many law firms do not provide quality client service. At least not the kind of service that clients want, if we can believe the results of surveys by the BTI Consulting Group and InsideCounsel magazine. I trust that many firms truly believe they are providing good client service...

If You're Not Listening, You're Not Marketing

Posted on May 29, 2008
I talk too much. I know a lot of people who talk more than they listen. That’s a bad.The adage comes to mind that the “person who talks the most is the one who thinks the meeting was the most successful.” Can’t remember where I got that one, but believe it based on personal experience...

How is Your Marketing Plan Coming Along?

Posted on May 27, 2008
Be honest. Do you have a written marketing plan? Well, join the other 95% of lawyers who don’t – at least that is the percentage of business people that don’t have one according to Drew McLellan over at Small Business Branding...

Does Your Web Site Need a Tune-up?

Posted on May 22, 2008
If your web site is not attracting much traffic, it probably does. Tom O’Leary of The Attorneys ATM, who recently completed a site for a very happy client of mine (who picked up a significant matter one month after his new site went online), is offering a FREE “tune-up” to the winner of an SEO contest open to solos and small firms...

Full-Time Client Feedback Person - The Next Trend?

Posted on May 20, 2008
Seeking client feedback appears to be getting more attention in firms of all sizes. Ballard Spahr (500-plus layers) has hired a full-time “client interviewer,” and Stanislaw Ashbaugh (19 lawyers) prominently links to their Chief Results Officer from their home page, and Ward and Smith PA (80 lawyers) has a partner who is devoted to visiting clients nearly full-time...

More Thoughts on Following Up After Losing to a Competitor

Posted on May 15, 2008
In a recent post I talked about following up whether you win or lose an opportunity for new work. The idea being to learn how to improve and do even better at winning the next time. Following my post I heard from Ford Harding who sent me a copy of his book Rainmaking: Attract New Clients No Matter What Your Field, 2nd Edition...

Nametags: Waste of time, Not Needed? Wrong!

Posted on May 13, 2008
Now, stop yawning! This is not as boring a topic as you might think.Thom Singer makes a great case for using this tool that some people think is mundane and “oh, so 60’s”. To those I say with all do respect – horsefeathers!! Nametags are very important in any networking situation...

More on Business Development in a Recession

Posted on May 08, 2008
Although not everyone accepts that the “R” word is actually occurring (of course “they” have six or seven figure incomes with little chance of encountering a foreclosure on their McMansion, nor being troubled by such mundane tasks as putting petroleum into their limousines – but I digress), but for those firms who do feel a bit of a pinch in the old institutional wallet these days, it may just be time to crank up the business development efforts a little...

Learn From a Chef About Niche Marketing Your Menu of Services

Posted on May 06, 2008
Bruce Allen has an intriguing post at Marketing Catalyst about restaurants in troubled times, and how one chef comes to the rescue.  We both believe there are valuable lessons in his story for law firms. Although Bruce brings up the tale in the context of a down economy, I believe the lesson is just as applicable whatever the state of the marketplace...

How Not to Treat Your Clients - And Get Some "Religion" Instead

Posted on May 01, 2008
My friend Dan Hull tells us a story on his What About Clients? blog about his childhood friend, who may be just a bit weird – with a sense of humor. His friend claims to have uncovered advice from some lawyer’s writings dated in 1836...

One Firm That Really Gets It!

Posted on April 29, 2008
Last week I had the privilege of presenting at a North Carolina 80-lawyer firm retreat. Normally, when I am hired by a firm to aid in the marketing effort, my challenge is to convince the firm of what they need to do to be successful at legal marketing and business development...

Who is in Charge of Client Satisfaction at Your Firm?

Posted on April 24, 2008
Naturally, one might think every lawyer is responsible, or maybe the managing partner if it has to be brought down to a single individual. My initial reaction was the former, but after reading the article “The Power of One” by Marcie Borgal in The Complete Lawyer, I’ve come up with a different take on the issue...

Small Firm Opportunities in Financial Crisis

Posted on April 22, 2008
Mid-sized and small law firms that specialize in “banking and finance litigation” have significant opportunities to pick up work that would normally go to large law firms. The reason is that BigLaw may be conflicted out of these cases according to an article in the New York Lawyer pointing out that “BigLaw Conflicts Give Smaller Firms Big Role in Market Crisis...

Check Your Numbers to Uncover Your Marketing Strengths

Posted on April 17, 2008
Too few business owners religiously track their financial numbers as a means of monitoring the health of their businesses, according to a post by Drew McLellan on the Small Business Branding blog. Although Drew brings this up in the context of management issues, the importance for marketing should not be overlooked...

Why Did You Lose (or Win) That Competition?

Posted on April 15, 2008
You can learn a lot either way. Thanks to Barbara Walters Price at Marketing U, I remembered a very important lesson I learned about business development competitions. Whether you win or lose, it is wise to conduct a post mortem to determine why...

Fee Consternation from Corporate Counsel

Posted on April 10, 2008
At the Legal Marketing Association annual meeting last month in LA, the chairperson and the general counsel of the Association of Corporate Counsel, along with two other members on their panel, let law firm marketers know how they felt about the increasing rates and associated legal costs of outside counsel...

Are You Interviewing Your Clients?

Posted on April 08, 2008
Since I started interviewing law firm clients in 1990 (even used a film crew to capture five of them on a VHS tape – I’ll bet you remember what those are), I have never waivered from the belief that it is one of the most important things a firm can do to retain clients...

It Really Is All About Satisfied Clients

Posted on March 27, 2008
Okay, every lawyer knows that, right? It’s so basic, so common sense, so elemental, so essential, so basic (alright, I’ll stop with the synonyms). Why then are clients unsatisfied even when the result is good? Because some lawyers don’t: Understand clients’ businesses and/or personal situation, Return phone calls or emails promptly, Keep client informed so as to avoid surprises, Meet deadlines Treat client with respect, Meet client expectations as to how matter will be handled, Respect clients’ time by keeping them waiting without explanation, Keep clients informed as to the process or status of their matter, and Keep a handle on costs and fees...

Decide on Ideal Clients by Identifying Clients You Don't Want

Posted on March 25, 2008
Lawyers are happier when they are doing the work they like for the clients they like working for. As my long time readers know, I have sung and preached that mantra many times (here, here, here, here, here, and here). Furthermore, your law firm marketing will be more efficient and cost effective, if you focus your business development efforts on narrow market niche(s) that set you apart from the competition...

How To Be a Strong Marketer in a Weak Economy

Posted on March 20, 2008
Does anyone really think that the downturn in the nation’s economy is or will not impact law firms? Of course not, we have already seen that it is having a profound effect on large firms. A few include: Cadwalader, Wickersham & Taft (35 lawyers), Thacher Proffitt (“about 50 associates”), Dechert (13 associates), and Thelen (26 associates and 85 staff – I’ll bet there a few marketers in that number)...

Which is Better: Advertising or Public Relations?

Posted on March 18, 2008
Law firms have asked me whether they should undertake an advertising or public relations campaign. My response can be both or neither. The reason is that until a firm has done the basics involving strategic marketing planning, either or both could be a total waste of money...

If You Are Breathing, You're Marketing!

Posted on March 13, 2008
Okay, that’s another of my infamous generalizations. But stick with me a second. I really do believe that everything a lawyer does – at least as s/he interacts with another human being – is marketing.I was reminded of this basic, fundamental principle when it comes to developing business in any personal services arena when I came across my friend Dan Hull’s post “When you work, you are marketing” over at What About Clients? blog wherein he refers to Rule 6 (his favorite) of his 12 Rules of marketing...

Secrets to Small Firms' Successes

Posted on March 11, 2008
Well, “secrets” may be a bit strong, since what makes small to medium size law firms successful isn’t exactly rocket science. Prosperous smaller firms have very successful lawyers who never practiced in BigLaw, as well as those who did, but left because they no longer cared for the environment or life style in larger firms...

How is Your "Working Relationship" With Clients?

Posted on March 06, 2008
Often I seek out ideas from the non-legal world that I think will be applicable to lawyers and law firms.  One of those sources that I have used before is Michael McLaughlin over at Guerrilla Consulting. Although his audience is primarily made up of consultants, his advice is regularly useful in our world...

Is Your Marketing Budget Keeping Up?

Posted on March 04, 2008
I’m not referring to keeping up with the Jones’ or with large firms for that matter. What I am referring to is whether your firm is keeping up with the needs of your marketplace in terms of marketing and business development. Times change and competition is increasing...

PowerPoint and Kicking Butt

Posted on February 28, 2008
As a follow up to my last post “PowerPoint: The Good, The Bad and The Awful,” I wanted to report on feedback from Peter Darling. It’s obvious he knows a lot more about these presentations since he teaches workshops on the subject...

PowerPoint: The Good, The Bad and The Awful

Posted on February 26, 2008
Last fall I made a presentation on lawyer marketing at a plaintiff’s bar association conference. I worked very hard at minimizing the number of PowerPoint slides I used and the number of words on each slide, because I really do believe that less is more...

Business Development: You Gotta Do It!

Posted on February 18, 2008
I hate to exercise. I don’t care what anybody says. Maybe hate is a little strong, but I sure as heck don’t enjoy it. It ain’t fun.  It’s work. “They” do refer to it as “working out” after all, now don’t they...

Has Your Firm Tamed That Damn Billable Hour Yet?

Posted on February 14, 2008
Thanks to a reader, I was alerted to an article entitled “Taming the Billable Beast” by David Gialanella in the February issue of the ABA Journal.  The article discusses how three firms are doing just that. How? you many ask: Harrison & Ford out of Atlanta has eliminated the billable hour requirements for first year associates, AND doesn’t charge clients for their time on a matter...

Being Nice is Nice,... and Nice for Business

Posted on February 12, 2008
Have you heard the sales axiom that goes “All things being equal, people buy from people they like?” I certainly believe that because that drives my purchases. The other adage I don’t remember hearing before is “All things not being equal, people still buy from people they like...

How Convenient is it for Clients and Prospects to Reach You?

Posted on February 07, 2008
When you look at your “To Do” list, do you always do those things first that are important, necessary and urgent? Heck no, if you’re a talented procrastinator like me. I’m more likely to attack what is easy, uncomplicated and will result in instant gratification...

A Great New Resource for Solo's

Posted on February 05, 2008
Whether you are just out of law school or have been a solo practitioner for a while, or if you are thinking of leaving a larger law firm to go solo, there is a great new resource available to you.Carolyn Elefant, long time solo and blogging pioneer of MyShingle...

Is Your Firm Ready for a Leader from Outside?

Posted on January 31, 2008
Although there are some large law firms that have hired non-lawyers as the firm’s “managing partner”/COO/CEO or the like, I know of no small firms that have done so. Skadden Arps was probably the first to do it in the realm of BigLaw over 20 years ago , and other large law firms have followed suit more recently...

Guarantee Client Referrals With Good Client Relations

Posted on January 29, 2008
Every law firm should know by now that the best sources of new business are existing clients (in the form of new work or referrals) and other referral sources. Often called word of mouth marketing.Miriam Lawrence at Automatic Referrals has a recent post where she advises financial professionals on how to get referrals in what she calls an “ugly market...

7 Costly Marketing Mistakes

Posted on January 24, 2008
Being aware of those mistakes to avoid can improve any law firm’s legal marketing, obviously. I ran across an article by consultant Robert Moment that appeared on RainToday.com that was written for service businesses generally; but can be helpful to lawyers as well...

Interview: What Coaching Is All About

Posted on January 22, 2008
Recently, I had the privilege of being interviewed about coaching and other business development topics by Cole Silver for his Expert Audio Series.  It was a lot of fun.  So, for those who care to listen to the golden vocal cords of yours truly, give it a go...

Marketing for Law Firms - Hiring a Marketing Person and a Trend

Posted on January 17, 2008
Here is the final installment of my responses to questions by freelance writer John Egan for an article to be published in CPAmerica International’s newsletter relating to “marketing for law firms.” The first  three questions related to suggestions and mistakes, and budgeting...

Marketing for Law Firms - Budgeting

Posted on January 15, 2008
This is the  second installment of my responses to questions by freelance writer John Egan for an article to be published in CPAmerica International’s newsletter addressing “marketing for law firms.” Last time I dealt with suggestions and common mistakes...

Marketing for Law Firms - Suggestions and Mistakes

Posted on January 10, 2008
It’s a good time, as we begin a new year, to consider some basics when addressing legal marketing.  I was asked this week by a freelance writer for CPAmerica International’s newsletter to respond to five questions for an article about “marketing for law firms...

Procrastinators Unite

Posted on January 08, 2008
Okay it's now 2008. Have you done your marketing and business development planning for the year?  Well, it's not too late. It’s late mind you, but never too late. However, it would be a good idea to pull your act together soon, if you hope to have a successful year...

New Year's Resolution: Get Off My Duff!

Posted on January 03, 2008
Mark Herrmann, a partner in Jones Days’ Chicago office called my attention to his post on Drugs and Device Law blog, where he suggests four “New Year’s Resolutions for Basic Legal Marketing.” I like his suggestions very much. They are simple...

Clark: 2007 Holiday Gift

Posted on December 20, 2007
Stacy West Clark wrote an article entitled “My 2007 Holiday Gift: Advice From Top Marketing Consultants” that appeared in The Legal Intelligencer on December 18. What she did was ask 10 marketing consultants for a marketing or business development idea she could provide to her readers...

Work Your Network During the Holidays

Posted on December 18, 2007
It’s a good idea to touch base with contacts within your network during the holidays. It’s even better than sending holiday cards. Pick up the phone and reach out to everyone you know (okay, if you are THAT popular, not everyone) and wish them a happy holiday season...

Again, Sign the Holiday Card!!

Posted on December 13, 2007
As I sit here signing holiday cards, and yes including a note, I remembered my post of December 8, 2006.  I thought the advice was just as appropriate for this year, so here it is again:“Sign The Damn Holiday Card!“There was an interesting discussion yesterday on the The Law Marketing Listserv (free trial membership available) that was unanimous regarding the need to sign holiday cards and not just send out cards with the firm’s name on it...

Year End Collections - Does it Help or Hurt Your Marketing Efforts?

Posted on December 11, 2007
It’s that time of year that really made me laugh when I was in-house as a marketer. It’s the December to remember …to collect those outstanding fees before the 31st. It really was madness, and quite frankly I don’t know of any BigLaw firms (and others) that don’t still do that, even though it infuriates clients...

Are You Late in Budgeting for Marketing in 2008?

Posted on December 06, 2007
You are late, if you haven’t already budgeted for marketing and business development for 2008. Most large law firms start their budgeting process in early fall for the following calendar year. Of course, there are firms that still do not prepare a formal marketing budget at all, so anything I say here would be a waste of time for those firms...

Denney: "What's Hot and What's Not in the Legal Profession"

Posted on December 04, 2007
With 2008 less than 30 days away, it isn’t too early (in fact, it’s later than you think) to focus on your law practice, and the business development strategies you want to bring into play in the coming year.Questions to ask yourself: Am I in the right practice area for me? Am I in a “hot” or “cold” area of the law? What should I do to ensure I am right on both fronts – at least with my legal marketing focus for 2008?Here’s something that may help you...

The "Success Kit" for Business Development is Now Available

Posted on November 29, 2007
I really believe that the LegalBizDev Success Kit developed by Jim Hassett, Ph.D. is one of the best business development tools that I have seen in more than two decades in the legal marketing business. Having had the opportunity as part of the LegalBizDev Network, to review an advanced copy of the Kit as Jim developed it, I can highly endorse it as one of the best tools out there...

Holiday Gift Ideas - 2007

Posted on November 27, 2007
Thanks  to Trey Ryder for asking his e-newsletter subscribers again this year for suggestions on holiday gifts. If you are interested in reading Trey’s 28-page compilation of the e-mail responses he received, click here. Last year I condensed those suggestions, and you can read my “Holiday Gift Ideas” post of last December for ideas for your gift giving...

Build On Your Relationships During The Holidays

Posted on November 20, 2007
With the holidays fast approaching, don’t miss out on the opportunity to building on your client relationships. Bob Weiss has an article entitled “Keep Your Top Clients in 2008” that appears in this month’s Law Practice Today...

One Corporate Counsel is VERY Unhappy Over Associate Salary Increases

Posted on November 15, 2007
One prominent in-house corporate counsel, Thomas Sager, chief litigation counsel at E.I. du Pont deNemours and Co., has let it be known he is NOT happy with what has been occurring with associate salary increases. And he doesn’t even mention the recently announced  “double bonuses” to be paid by year end (see my post of Tuesday last)...

Has BigLaw Gone Completely Nuts?!!

Posted on November 13, 2007
With the latest round of dollars being thrown at associates, there just may be some in-house counsel in major corporations who will think that large law firms have crossed the line – certainly for some corporate work that doesn’t require the “top” law firms to begin with...

To Blog or Not To Blog! That is the Answer

Posted on December 31, 1969
Darren Rowse has a great article over at ProBlogger where he raises the question “Should I Change My Website Into a Blog?” He mentions six reasons to do so, while including five reasons you may not want to. Darren’s reasons include:Reasons to do a blog: “Blogs give Individuals, Companies and Brands ‘Voice’; “Blogs are Conversational; “Blogs build Trust; “Blogs build Profile; “Blogs are Immediate (meaning that you don’t have wait for your writings to be published); and “Blogs are a doorway to Search Engines and Social Media...

Want to be an Authority? Write and Speak More!

Posted on December 31, 1969
Writing and speaking as business development techniques have long been two of my favorites. They are No. 7 and No. 6 on my list of Top 10 Marketing Tips. The obvious purpose is to establish the lawyer’s position as an authority on a subject and encourage clients to retain her or him as a result...

More Reasons to Crank Up That Marketing

Posted on December 31, 1969
The American Bar Association recently asked lawyers to predict the future. Over 14,300 lawyers responded, and yesterday the ABA issued an early summary of the survey results to those who had participated. Some results: 19% of lawyers expect to lose their jobs, 78% anticipate that "everyone" will be affected in some way by the recession, 59% agreed that the profession will be "rocky for awhile," and The majority held that the legal business won't improve until 2010...

NJ Supreme Court Restores Advertising Sanity - Sorta

Posted on December 31, 1969
Since it may have implications on the ethics rules relating to marketing in many other states, and having covered Opinion 39 of the NJ Committee on Attorney Advertising here in several posts, I'm happy to report that the New Jersey Supreme Court struck down the ban on attorneys advertising their selection and listing in “Super Lawyers” or “Best Lawyers in America” last Thursday...