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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

Top 10 Marketing Tips: No. 6 - Talk it Up With More Speeches

Posted on June 25, 2010
Due to my office and family moving back to my beloved North Carolina, my posts over the next week or so will feature tips 6 through 10 of my Top Ten Marketing Tips, especially for those who may not have been reading this blog back in 2005: April 5, 2005 Posted By Tom Kane Top 10 Marketing Tips: No...

Top 10 Marketing Tips: No. 1 - Visit Your Client

Posted on June 22, 2010
Due to my office and family moving back to my beloved North Carolina, my posts over the next couple of weeks will feature five of my Top Ten Marketing Tips, especially for those who may not have been reading this blog back in 2005: May 2, 2005 Top 10 Marketing Tips: No...

Top 10 Marketing Tips: No. 2 - Entertain Your Client

Posted on June 17, 2010
Due to my office and family moving back to my beloved North Carolina, my posts over the next couple of weeks will feature five of my Top Ten Marketing Tips, especially for those who may not have been reading this blog back in 2005: April 30, 2005 Top 10 Marketing Tips: No...

Top 10 Marketing Tips: No. 3 - Seek Client Feedback Often

Posted on June 15, 2010
Due to my office and family moving back to my beloved North Carolina, my posts over the next couple of weeks will feature five of my Top Ten Marketing Tips, especially for those who may not have been ready this blog back in 2005: April 27, 2005 Top 10 Marketing Tips: No...

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Top 10 Marketing Tips: No. 4 - Offer to Make Proposal

Posted on June 10, 2010
Due to my office and family moving back to my beloved North Carolina, my posts over the next couple of weeks will feature five my Top Ten Marketing Tips, especially for those who may not have been ready this blog back in 2005: April 26, 2005 Top 10 Marketing Tips: No...

Top 10 Marketing Tips: No. 5 - Communicate Often

Posted on June 08, 2010
Due to my office and family moving back to my beloved North Carolina, my posts over the next couple of weeks will feature five of my Top Ten Marketing Tips, especially for those who may not have been ready this blog back in 2005: April 12, 2005 Top 10 Marketing Tips: No...

What Do General Counsel Want?

Posted on June 03, 2010
A panel of in-house counsel at a recent meeting of the Rocky Mountain Chapter of the Legal Marketing Association discussed the Who, What, When, Where, Why and How's of hiring outside counsel. Their discussion was summarized by Janet Ellen Raasch in an article that appears on JDSupra...

Survey: More Business Likely For Regional Firms

Posted on June 01, 2010
While one recent survey says that 'reducing spending (with outside law firms) is a top priority for corporate legal departments', another says that regional firms may be in position to gain more work over BigLaw. Both surveys were reported by Law360, the newswire for business lawyers...

Gain Clients By Giving Your Knowledge Away!

Posted on May 25, 2010
Okay, there is a boner of an idea you might say. But, stick with me a minute. Actually, the idea isn't that farfetched. In fact, it's pretty elementary. Bloggers do it all the time, that is, if their blog is any good. Lawyers present at seminars and write articles all the time as well...

Do You Fail To Communicate Well?

Posted on May 20, 2010
One of my absolute favorite movies of all time is Cool Hand Luke starring Paul Newman and George Kennedy. A favorite line from that classic was spoken by the captain of the prison camp (played by Strother Martin) after Newman's (Luke's) umpteenth failed attempt at escape and subsequent punishment...

More On The Reality of Alternative Fees

Posted on May 18, 2010
During Jackson Lewis' annual corporate counsel conference, as reported in The National Law Journal and on Law.com's Small Firm Business, alternative fees are 'putting down deep roots.' This got my attention, because although there has been much written about the subject including on this blog, it hasn't seemed that alternative fees were catching on all that quickly...

How Project Management Can Help Your Marketing

Posted on May 14, 2010
Patrick Lamb has this week a post about project management on his In Search of Perfect Client Service blog. Specifically, he comments on the Legal Project Management Quick Reference Guide written by my colleague Jim Hassett of LegalBizDev. Pat reviewed a copy of the guide and endorses not only the importance of project management (particularly in light of alternative fees or what he calls 'Value Fees'), but points out how badly lawyers traditionally have managed their matters...

6 Ways to Become More Efficient in Your Marketing and Practice

Posted on May 12, 2010
If you can get more done in less time, you will have more time to do the things you should, but aren't – like enjoying life. Or developing more business. Bob Bly, the director of the Center for Technical Communication has an article on LinkedIn entitled '10 Ways to Get More Done in Less Time' (granted the idea is contrary to the billable hour philosophy, but I won't go there)...

10 Cheap But Effective Marketing Tips For Today's Realities

Posted on May 06, 2010
Earlier this year there was an article by Jessica Sharp published in The Legal Intelligencer, and republished this week on Law.com's Small Firm Business. Since the '10 Tips for Lower-Cost Law Firm Marketing' don't get old with age, their worth mentioning...

Read What Your Clients Read

Posted on May 04, 2010
Sometimes when I am having 'post block,' I turn to a friendly source of knowledge. In this case, as in the past, I looked at 365 Marketing Meditations: Daily Lessons for Marketing and Communications Professionals by my friend Larry Smith and Richard Levick of Levick Strategic Communications...

Use Negatives to Increase Credibility

Posted on April 29, 2010
I've been talking with various moving companies recently due to an upcoming move to North Carolina. One company, which I found on Angie's List, this week provided me with copies of a number of emails as references from customers they've served. Interestingly, one of the emails was critical, albeit not overly...

Improve Your Marketing With Better Eye Contact

Posted on April 27, 2010
Lately, I've been trying harder to do a better job of looking people in the eye when I talk with them. It seems that they in turn are more attentive and appreciate the effort to focus on them. Bruce Allen over on the Marketing Catalyst blog has a post this week about how 'a simple thing like eye contact' makes all the difference in how it makes one feel...

Say "Thanks" To Everyone Who Helps Your Business

Posted on April 22, 2010
Today a ran across one of the shortest posts I've seen by a blogger of some stature, and the post said soooooo much in so little space. The gist of it is one word "Thanks" in cursive. A mere 34 words rounded out the post. I've been a fan of Gerry Riskin and his Amazing Firms, Amazing Practices blog for a long time...

You Can Learn A Lot About Marketing From Your Dog

Posted on April 20, 2010
You might ask how I could make such a statement when most dogs, including my Chocolate Lab Sugar, spend most of their day sleeping. Normal people wouldn't think that you could learn a lot about developing business from spending 90% of your time viewing the inside of your eye lids...

Yes, Successful Rainmakers Can Be Made

Posted on April 15, 2010
Some would argue that Rainmakers are born that way, and those that aren't can't. It is conceded that developing business does not come easily for a lot of folks, but the skills can be taught, at least to most lawyers. Ed Poll's article that appeared in LawyersUSA this week, advises small firm and solo lawyers to make themselves rainmakers by going where the prospects are...

Clients Can Be A Forgiving Lot - If You Ask

Posted on April 06, 2010
What kinds of things make clients mad. Here are just a few: Not returning phone calls, Not treating them with respect, Failure to admit a screw up (or worse blaming it on them), Missing deadlines, Not keeping them informed (i.e., treating them like mushrooms), and Not understanding their business...

Narrow Your Practice Niche To Broader Your Reach

Posted on March 30, 2010
Lawyers with a real niche practice are pretty much aware that it is easier to have clients, prospects and referrals understand what they do. Generalists have a harder time standing out from the crowd, when it comes to being recognized as different from every other lawyer in their area...

Listen Up: General Counsel Instruct on Future of Legal Industry

Posted on March 25, 2010
Well, at least six in-house counsel weigh in on the topic. Certainly the views expressed only touch upon some of the 'key future trends' for the legal profession in the 'brief advice' section of LexisNexis' Spring issue of Counsel to Counsel. The in-house counsel include: Ryan A...

Explain To Clients What Your Communication Policy Is

Posted on March 23, 2010
I met a lawyer a few years ago, who sat on a bar grievance committee in New York. She told me that 80% of the complaints against lawyers involved inattention to the client's matter and failure to communicate with the client. From a marketing standpoint, I have preached for years that phone calls should be returned the same day, preferably within four hours...

Why Marketing to Referral Sources is Important

Posted on March 18, 2010
Referrals from clients or other sources accounts for at least 70% and 80% of new business for lawyers. I say that because three referral gurus say so, and based on my personal experience when I was an in-house marketer at two different law firms. Accordingly, it makes sense to market to referral sources on a regular basis...

Client Interviews: Why They Really Are Necessary

Posted on March 16, 2010
In this economy, client satisfaction surveys are more important than ever. In covering this topic many times, I have emphasized the value of improving relationships with current clients and referrals sources. The value is obvious, more business in the form of new matters and additional referrals...

Billable Hour Pressure Is No Excuse for Not Marketing

Posted on March 09, 2010
Getting the legal work completed. Getting those billable hours in. Important, of course. However, because you are busy is no excuse for not getting out there face-to-face with clients and referrals sources to ensure that work continues to flow into the law firm...

Why Some Client Feedback Programs Don't Work

Posted on March 05, 2010
The good news is that some firms are doing client feedback programs; the bad news is that they aren't really getting the feedback they need. That is, the feedback questions are superficial, and don't really offer the kinds of return that will actually benefit the firm in retaining the client over the long haul...

Does "Cold E-mailing" Have its Place?

Posted on March 02, 2010
Cold calling as a marketing tool is not one of my favorite techniques. Not to be wishy-washy, let me put this way, I am dead set against it when it comes to personal services marketing, especially for lawyers. It also raises serious ethical issues with most bar associations that have the prohibition patterned after the ABA Model Rule 7...

When Thanking People - Do It The Old Fashion Way

Posted on February 25, 2010
By this I don't mean to put down technology and social media as ways to develop business, because we know they can and are effective at some level. But, it is still important to not forget those old fashion means of developing business that include face to face meetings, and my point of the day – handwritten 'Thank You' notes...

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