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Legal Marketing & PR

Legal Marketing Blog

By Tom Kane

Post Frequency: 3.6/day

Last Entry: March 29, 2011 at 13:55:00

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...

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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...

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