Legal Business

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1	Forms of Organization: Centralized vs. Decentralized	8020
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3	Martindale-Hubbell Connected Celebrates One-Year Anniversary	6096

Do More Than Expected, Nothing Less

Make sure to do more than expected for your clients (and referral sources). But, really make sure to never do less than they expect. While traveling to Buffalo on business, I rode in from the airport with a cab driver who asked when I would be flying...

Published Wed, Jun 22 2011 9:39 AM by Tom Kane

Filed under: law firm business development, legal marketing, Tom Kane

Client Feedback Pointers

Seeking client feedback is not only important for every law firm, but it needs to be done right. Following a recent post of mine on the topic, my friend Stacy West Clark raised some issues that got me to thinking about the Who, What, When, Why's and...

Published Wed, May 11 2011 10:00 AM by Tom Kane

Filed under: Marketing, law firm marketing, law firm business development, law firm productivity, business development, client service, communication, marketplace, law firm, client feedback

7 Mistakes PI (and Other) Lawyers Make When Marketing

A lot of mistakes made by lawyers when it comes to marketing and business development are pretty simple, and simple to overcome. They just must be recognized and dealt with. A reader sent along an email, which led me to an article by Kenneth Hardison...

Published Mon, Jul 26 2010 12:58 PM by Tom Kane

Filed under: Marketing, law firm marketing, law firm business development, social media, business development, legal marketing, legal business development

The biggest mistake lawyers make when trying to develop new business

The biggest mistake most lawyers make in developing new business is that they don't listen. In a shocking turn of events, they talk too much. Experts agree that when you are building business relationships, you should spend 50% to 80% of your time...

Published Wed, May 26 2010 5:31 PM by Jim Hassett

Filed under: Marketing, law firm marketing, law firm business development, client development, business development

Client Size and Profitability: Do They Go Hand in Hand?

Concentrate on your key clients – a familiar mantra to many a law firm manager looking to boost the bottom line. But which clients should a firm designate as key? Where do you draw the line? Firms derive the vast majority of their work from their...

Published Tue, Mar 23 2010 7:26 PM by Kris Satkunas

Filed under: law firm marketing, law firm business development, law firm productivity, client attrition

Client Attrition: Tools to Stem the Trickle of Lost Work

One of the best ways to hone a firm’s business strategy is to dig deeper into the assumptions relied upon to devise that firm’s business strategy. At the Redwood Think Tank, we reported not too long ago that law firms, on average, lose work...

Published Tue, Mar 23 2010 7:25 PM by Kris Satkunas

Filed under: law firm marketing, law firm business development, law firm productivity, client attrition

Client “Deciles” Help Focus Strategy

Research conducted by the Redwood Think Tank confirms what many business consultants tell law firm managers — that they should be judicious in devoting resources to small clients. Data indicates that small clients rarely grow into large clients...

Published Mon, Mar 22 2010 8:04 PM by Ron Paquette

Filed under: law firm marketing, law firm business development, law firm productivity, client attrition

CRM Solution Creates Business Development Opportunity

Porter & Hedges is one of the last remaining mid-sized firms in Houston with 100 attorneys that regularly vies for business with much larger multi-office firms. To level the playing field as smoothly as possible, the firm embarked on a plan...

Published Wed, Mar 3 2010 5:21 PM by Paul S. Grabowski

Filed under: law firm business development, business development, ROI, LexisNexis, CRM

Cracking the Acorn Theory: Do Small Clients Grow To Be Big Clients?

Many law firms have a theory. Winning a small amount of work from a desirable client can be a good way to bring that client into the firm’s fold and begin a new relationship. Over time, the theory goes, if this client is nurtured properly, it can...

Published Fri, Feb 12 2010 7:43 PM by Ron Paquette

Filed under: law firm marketing, law firm business development, law firm productivity, client attrition

Don't Go Blindly into that Law Blog

Blogs are particularly attractive to small firms with limited marketing budgets because they are less expensive than traditional forms of marketing. Niche practices can benefit as well, because they allow an attorney to promote his or her expertise in...

Published Fri, Feb 12 2010 6:09 PM by Christine D. Petruzzell

Filed under: law firm marketing, law firm business development, blogging, social media, blogs

Firms Can Control Whether Clients Stay or Go

While the managers of professional services firms often view market pressures as the driving force that determines whether clients remain loyal or choose to shop elsewhere for added services, a study by the Redwood Think Tank indicates that firms have...

Published Mon, Feb 1 2010 10:11 PM by Kris Satkunas

Filed under: law firm marketing, law firm business development, law firm productivity, client attrition

International Marketing Management

The impact of economic globalization can be seen everywhere in the United States. Virtually all states have subsidiaries of foreign companies and manufacturing plants. More and more American companies, including small to medium sized ones, engage in overseas...

Published Wed, Jan 27 2010 5:45 PM by LexisNexis Legal Business Community Staff

Filed under: law firm marketing, law firm business development, law firm productivity, client development, international clients

Strategic Planning and Marketing

Marketing should be part of any firm's strategic plan. But this can be effective only if the marketing plan includes the situational analysis and goal-setting process described in the previous section, and if the firm has a clear understanding of...

Published Wed, Jan 27 2010 5:44 PM by LexisNexis Legal Business Community Staff

Filed under: law firm marketing, law firm business development, law firm productivity

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Do More Than Expected, Nothing Less

Client Feedback Pointers

7 Mistakes PI (and Other) Lawyers Make When Marketing

The biggest mistake lawyers make when trying to develop new business

Client Size and Profitability: Do They Go Hand in Hand?

Client Attrition: Tools to Stem the Trickle of Lost Work

Client “Deciles” Help Focus Strategy

CRM Solution Creates Business Development Opportunity

Cracking the Acorn Theory: Do Small Clients Grow To Be Big Clients?

Don't Go Blindly into that Law Blog

Firms Can Control Whether Clients Stay or Go

International Marketing Management

Strategic Planning and Marketing