Listen More to Give (and Get) More Referrals

Most lawyers understand the referral adage "give to get." It's pretty simple really. If you refer potential business to others, most will refer work in return, if for no other reason than they'll feel an obligation to do so. Not everyone does, but most will. Unfortunately, many of...

Are law firm newsletters worthwhile?

I recently participated in an interesting discussion with a group of law firm partners about the value of newsletters. About half of the group said that their firm's newsletter was worthwhile overall; but the other half argued that it was a complete waste of time and resources. Research that...

Concise Law Alerts or "Spray and Pray"?

I am not a fan of eNewsletters. I may be in the minority here, but with the email-tsunami reality today, I just don't believe that many of them get read. In a post in August 2005 , I indicated I was a fan of them. Well, that was 2005, and now is 2011. There has been a ton more spam since then, including...

Sixteen Sweet Facebook Tips

(This post is dedicated to the wonderful people at American Airlines who make me turn off my Kindle during take off and landing, forcing me to pick up random magazines at airport kiosks so I can distract myself the old fashioned way; reading paper magazines.) I love my 11″ MacBook Air. It travels...

Panel Discussion: Law Firm Business Development Answers You Need to Know

Panel Discussion: Law Firm Business Development Answers You Need to Know Tuesday, February 22, 2011 2:00 - 3:00 pm ET Register Today! Have you heard these partner mandates at your firm? "We need to make laterals at the firm more successful-sooner." "We need to cross-sell...

The secret to becoming a rainmaker.

I mentioned in my last post about civility that I have worked with lawyers nearly three decades. I've worked with a lot of brilliant, thought-leading and profession-defining lawyers. It's a pleasure to have called them clients and friends. Not all of these remarkable attorneys could be called...

Organized Networking Makes Sense

Too often when working a room, many of us do so with little thought on being organized. As lawyers, we are methodical by nature in many of our dealings, but I expect networking isn't one of them. Then, I ran across a post Bruce Allen did on his Marketing Catalyst blog during the holidays, that I...

How to train lawyers in project management

Training professionals often talk about the importance of distinguishing between two types of goals: education and behavior change. Of course, almost every training program aims at both. But clients get the greatest return on their training investment when they think carefully about the tradeoffs between...

Don't Ever Be Late. Ever

Okay, sometimes you can't help it. Unfortunately, with some people it is just a bad habit. From a lawyer marketing standpoint - in the case of this bad behavior - it is dumb marketing. Oh yeah, did I also say it is rude. Whether you are perennially late to a client meeting, or court, or a deposition...

Handwritten Notes Can Make You Stand Out Big Time!

Having preached...yes preached for most of my marketing life about the importance of sending handwritten thank you's , congratulatory notes, etc., I continue to be amazed at how little of this is simply activity is done today. I have at least a dozen posts over the last six years of this blog that...

How Satisfied Are Your Clients? Ask Them

It continues to amaze many clients that more law firms do not seek their feedback on the legal services provided. Over the years I have met with dozens of law firm clients, and heard often that they welcome opportunities to provide feedback. In this economy, client satisfaction surveys are more important...

The secret to becoming a rainmaker - Part 2

On February 15th, I wrote a post called, "The secret to becoming a rainmaker." It was one of the highest read posts since I started my Law Firm 4.0 blog. I plan to add to this from time to time and will, very simply, call them Part 2, Part 3, and so on. In law firms, we have spoken about...

A Firm's Brand is Worthless...

...If the lawyers who helped establish the brand depart. That is the real lesson of Howrey's demise, according to John Hellerman . In an excellent article published on Law360 yesterday, he points out how Howrey was praised in recent years for its branding campaign and its success; but couldn't...

How to improve the management of legal teams (Part 2 of 4)

Legal teams come in so many shapes and sizes that it is impossible to come up with a short list of rules that apply to every case. But if you review all the ideas discussed in this series, you are sure to come up with a few action items that could help manage your legal team more efficiently. Part...

How to improve the management of legal teams (Part 3 of 4)

Rule # 4: Evaluate the competition "I don't believe in team motivation. I believe in getting a team prepared so it knows it will have the necessary confidence when it steps on a field and be prepared to play a good game." - Tom Landry Evaluating the competition is second nature...

How to improve the management of legal teams (Part 4 of 4)

Rule # 8: Motivate the players "Don't tell people how to do things, tell them what to do and let them surprise you with their results." George S. Patton Rule #1 in this series was to identify what drives your team: the inherent intellectual challenge of legal matters, the relationships...

Why law firms need a CLO (chief listening officer)

When I started my legal career in the mid/late 90s, no-one ever talked of the CEO or the CFO. There was a Managing Partner, probably a Senior Partner, and a Finance Director. While looking at job titles may seem simplistic, it actually throws up some interesting trends (and I'm not repeating...

Everything you need to know about legal business development (in seven words)

A few years ago, I wrote a blog post called "Everything you need to know about legal marketing and sales, in nine words." (The nine words were: identify prospects, get meetings, listen, get advances, don't stop.) But lawyers don't have time for nine words, so I then cut it to seven...

Younger Attorneys Need To Appreciate the Business Side of The Practice

How appropriate this week as the nation (if not the world) honors the memory of a great curmudgeon in CBS's Andy Rooney, that Attorney at Work has a post by its own killjoy Otto Sorts . It deals with an old codger's advice to the younger members of the legal profession, particularly relating...