Counterpoint Re ABA Commission Issue Paper on Internet Marketing

A couple of weeks ago I blogged about the "ABA's Issues Paper Concerning Lawyers' Use of Internet Based Client Development Tools" when Larry Bodine first raised his "Red Alert" about the ABA Issue Paper. My first reaction was that the ABA isn't out to help the little guy...

Budget time always begs the question, 'What are we getting for our marketing dollars?'

We are seeing a strategic loosening of law firm purse-strings. "Strategic loosening" means that projects and initiatives that impact the law firm's strategic goals are ear-marked for funding in 2011. This is good news for many marketing and business development department leaders, as they've...

Law Firm Twitter Accounts

There's a lot more interest in Twitter from law firms these days. We know that individual lawyers are having success using the micro-blogging service for gaining exposure and access to extremely broad networks of interested parties, including prospects, clients, and the media. But, what about law...

Time to Freshen Up the Olde Bio

Year-end is a good time to update (or possibly improve) your bio. Two recent items triggered this thought, one dealing with advice on individual bios and the other more on firm bios. Both are worth a look. First, an article by Jessica Sharp appeared on Law.com's Small Firm Business which provided...

Live Above the Line: Ten Things to Guarantee Years of Promotions

Mark Usellis, the CMO of Davis Wright Tremaine , as issue editor of the October 2010 Strategies: The Journal of Legal Marketing (published by the International Legal Marketing Association - LMA ), compiled several articles that he packaged as "Lessons from our Mentors." I wrote the following...

Is Seeking Client Feedback in Your 2011 Budget? It Should Be

The budget process for 2011 marketing efforts should be well underway in your firm; and clearly finding out how loyal your clients are is vital to your firm's economic future, not only for the coming year but beyond. Joyce Smiley in a recent item on her web site refers to a classic Harvard Business...

Put Your Best Face on Facebook

Although I've been on Facebook for awhile, I can't say that I have been a big fan. In fact, when it comes to social media, I've been in favor of LinkedIn over Facebook for businesses, especially law firms. That may be changing. If you are not already on Facebook, I suggest you go ahead and...

Measuring the value of social media in driving traffic to your law firm website

It's mid-December and much of the country is buried in a cold snap. It's also the time of year where we all seek frenetic joy in the holiday shopping, eating, drinking, socializing Spirit. And, it's also budget season - still - for many law firms. While we are seeing an uptick in optimism...

Speaking Engagements REALLY Work, If You Work At It!

Speaking engagements make my top 10 list of best marketing practices . Like writing articles, columns or books, speaking adds the additional advantage of putting you in the same room with potential clients where you can demonstrate your knowledge and expertise AND develop an emotional bond with your...

Facebook | Does the goldrush mentality on Wall Street have implications for law firm marketing?

I found this news alert from the Wall Street Journal fascinating on a couple of accounts: "Interest in shares of Facebook is so strong that Goldman Sachs plans to stop soliciting interest from potential investors on Thursday, after the securities firm received orders worth several billion dollars...

Quick Marketing Tips for the New Year

Some of my colleagues around the country have provided some truly succinct tips to get you off to a good start with your business development efforts in 2011. You can read them at attorneyatwork.com . Here are a few I particularly like: Communicate with handwritten notes. As Gerry Riskin says,...

Don't Let Your Advertising Raise False Expectations

I'm not a big fan of advertising for most firms. That's because there are so many other things a firm can do first to effectively gain clients, but haven't tried enough of. So, until they've done other more effective things, i.e., face-to-face kinds of business development, advertising...

Set up Your Facebook Business Page

Last month I did a post on Facebook's Business (actual name is Fan) page. I referred to a post by Tom O'Leary in which he made some good points about why people should keep an eye on the developments at Facebook. He suggested setting up a profile on the social media site. His thinking, as I understand...

Does Your Bio Tell A Story?

It should. Any potential client is going to check you out before calling, whether on your web site or social media sites. If it is like a lot of bios, that may end your chances right there. Your bio should encourage not discourage inquiries from potential clients, the media, or conference planners. ...

LexisNexis Ultimate Law Firm Marketing Makeover Contest: $50,000 Grand Prize Winner Announced

The following blog was written by Philip Livingston, CEO Martindale-Hubbell, SVP LexisNexis USLM Last night on the eve of LegalTech , LexisNexis hosted a Small Law dinner in New York City. There were nearly 40 people in attendance, all of whom are building or reporting on emerging technologies for...

It's time to make business personal

In our world of computer-generated auto-replies ("I'm on vacation" or "I went to the dentist" or "Thank you for your question. In a week and a half, someone will surely get back with you" or "I can't help you, call Susie Drum, and if she's not available...

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...

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...

Ready, fire, aim… oops!

This is the fourth in a series of nine postings about the secrets of successful innovation in law firms. Successful innovations are not brainstorms that are instantly transferred from the flip chart to business reality. Instead, there must be a disciplined investment of intellectual energy to ensure...

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...

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...

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 out, and offered to pick me up at my hotel...

How you can monitor social media buzz about you

Rob Kahn, Director of Business Development at Fenwick & West LLP , and Elizabeth Lampert, owner of Elizabeth Lampert PR , just wrote an article for the National Law Journal about social media. The publication date was July 4, 2011. After reading it, I searched for "social media" on...