Legal Business

Recent Posts

Good surprises
Posted on 1 Jun 2011 by Norman Clark

Are you better than you think you are? One of the most unpleasant surprises in the practice of law is to learn that a client is dissatisfied with something that you believed that you did quite well. Bad news like this is unwelcome, but it can be... Read More

Are You Credible When Making a Presentation?
Posted on 24 Aug 2011 by Tom Kane

Whether you are making a pitch to your boss, a client or prospect, or a speech to a more general audience, credibility is a crucial ingredient. Joey Asher reminds us in an article on Law.com of the importance of ethos in any presentation. Asher... Read More

Client interviews: do-it-yourself or get outside help?
Posted on 4 May 2011 by Norman Clark

I participated earlier today in a discussion group on LinkedIn about client surveys. This posting provides a few additional comments and observations that would have made my comment on LinkedIn too long. The question concerned whether a law firm... Read More

Should Your Law Firm Have a Formal Training Process for Social Media Engagement?
Posted on 15 Sep 2011 by Jayne Navarre

In a nonscientific reader poll conducted for SmartBrief on Social Media , leading marketers (of all types) were asked: Does your company have a formal training process for employees before they're allowed to blog, tweet or post other social... Read More

7 Mistakes PI (and Other) Lawyers Make When Marketing
Posted on 26 Jul 2010 by Tom Kane

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... Read More

Smart Marketing Can Make Your Practice More Profitable
Posted on 29 Sep 2011 by Tom Kane

Interesting buzz over on LinkedIn's Marketing the Law Firm group. Eric Dewey compiled "Ten Tips to Improve Profit in 90 Days or Less," and offered to send a copy to those who requested it. A bunch have. Not a lot of new stuff there,... Read More

Competitive Intelligence in Law Firms; How Can You Begin?
Posted on 16 Feb 2010 by Christopher Whitmore

Just as lawyers perform due diligence in researching the ins and outs of case law, law firms large and small need to investigate the business landscape to improve market intelligence. A growing number of legal professionals, particularly law librarians... Read More

What Do You Really Know About Your Best Clients?
Posted on 9 Feb 2010 by Kris Satkunas

At a time when law firm budgets are tighter than ever, the question of how to prioritize marketing resources has taken on a new urgency. In this climate, a number of firms are discovering there is tremendous value in a new type of client profiling that... Read More

The biggest mistake lawyers make when trying to develop new business
Posted on 26 May 2010 by Jim Hassett

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... Read More

What it takes to succeed in online marketing
Posted on 26 May 2010 by Debra Regan

A law firm can improve its positioning on search-engine results by incorporating keywords that are relevant to the practice and that prospective clients are likely to use in searches. Sixty-five percent of people in need of legal representation begin... Read More

When it comes to Marketing, Sometimes Less is More
Posted on 20 Jul 2011 by Tom Kane

Consultants (as well as lawyers) can be a touch wordy sometimes. Especially when trying to sell their services to prospective clients. Often we think that it's necessary to cover the waterfront in terms of explaining who we are, what we do (or... Read More

Marketing Tip: Avoid Malpractice Claims
Posted on 13 Jul 2011 by Tom Kane

Now there is a brilliant title, right? Obviously, any client who sues for malpractice (or even files a grievance with the state bar), is probably not going to hire you again. Not to mention how many people they will bad mouth you to. Okay, so that... Read More

Client Feedback Pointers
Posted on 11 May 2011 by Tom Kane

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... Read More

Getting beyond the myth of the rainmaker
Posted on 20 Sep 2011 by Norman Clark

Too many lawyers believe that only "natural rainmakers" can win new clients. This is possibly one of the biggest factors in poor marketing and business development in law firms. Not believing that they can be good at marketing, many lawyers... Read More

How To Promote Your Law Blog (or any blog)
Posted on 3 Nov 2011 by Jayne Navarre

Now that your blog is "LIVE," you need to do some basic things to help others find you. Or give your established blog a little shove and see if traffic doesn't improve. Submit to Giant Search Engines Even though you've optimized... Read More

  • Blog Post: What Do You Really Know About Your Best Clients?

    At a time when law firm budgets are tighter than ever, the question of how to prioritize marketing resources has taken on a new urgency. In this climate, a number of firms are discovering there is tremendous value in a new type of client profiling that identifies client groups which produce the most...
  • Blog Post: Competitive Intelligence in Law Firms; How Can You Begin?

    Just as lawyers perform due diligence in researching the ins and outs of case law, law firms large and small need to investigate the business landscape to improve market intelligence. A growing number of legal professionals, particularly law librarians and those focused on marketing and business development...
  • Blog Post: What it takes to succeed in online marketing

    A law firm can improve its positioning on search-engine results by incorporating keywords that are relevant to the practice and that prospective clients are likely to use in searches. Sixty-five percent of people in need of legal representation begin their search for an attorney on the Internet, according...
  • Blog Post: 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 listening. But when lawyers meet potential clients...
  • Blog Post: 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 of the Personal Injury Lawyers Marketing and Managing...
  • Blog Post: Client interviews: do-it-yourself or get outside help?

    I participated earlier today in a discussion group on LinkedIn about client surveys. This posting provides a few additional comments and observations that would have made my comment on LinkedIn too long. The question concerned whether a law firm should do its own client satisfaction interviews...
  • Blog Post: 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 How's of getting client feedback...
  • Blog Post: Good surprises

    Are you better than you think you are? One of the most unpleasant surprises in the practice of law is to learn that a client is dissatisfied with something that you believed that you did quite well. Bad news like this is unwelcome, but it can be the first step to managing a major vulnerability...
  • Blog Post: Are You Pressed To Find Time for Marketing?

    A client mentioned to me this week that things are a little slow, so he has more time to think about marketing. Too bad! He should have been thinking about his next clients when he was busy. Yeah, I know, easier said than done. However, when you are pressed for time to complete a client's matter...
  • Blog Post: Marketing Tip: Avoid Malpractice Claims

    Now there is a brilliant title, right? Obviously, any client who sues for malpractice (or even files a grievance with the state bar), is probably not going to hire you again. Not to mention how many people they will bad mouth you to. Okay, so that is pretty darn obvious. But stay with me a minute...
  • Blog Post: When it comes to Marketing, Sometimes Less is More

    Consultants (as well as lawyers) can be a touch wordy sometimes. Especially when trying to sell their services to prospective clients. Often we think that it's necessary to cover the waterfront in terms of explaining who we are, what we do (or did), and whom we do (or have done) work for. Or...
  • Blog Post: Are You Credible When Making a Presentation?

    Whether you are making a pitch to your boss, a client or prospect, or a speech to a more general audience, credibility is a crucial ingredient. Joey Asher reminds us in an article on Law.com of the importance of ethos in any presentation. Asher succinctly points out four simple tips to boost...
  • Blog Post: Should Your Law Firm Have a Formal Training Process for Social Media Engagement?

    In a nonscientific reader poll conducted for SmartBrief on Social Media , leading marketers (of all types) were asked: Does your company have a formal training process for employees before they're allowed to blog, tweet or post other social media content on behalf of the company? The responses...
  • Blog Post: Getting beyond the myth of the rainmaker

    Too many lawyers believe that only "natural rainmakers" can win new clients. This is possibly one of the biggest factors in poor marketing and business development in law firms. Not believing that they can be good at marketing, many lawyers discourage themselves, and sometimes are discouraged...
  • Blog Post: Smart Marketing Can Make Your Practice More Profitable

    Interesting buzz over on LinkedIn's Marketing the Law Firm group. Eric Dewey compiled "Ten Tips to Improve Profit in 90 Days or Less," and offered to send a copy to those who requested it. A bunch have. Not a lot of new stuff there, but a number of points he makes are helpful from a...
  • Blog Post: How To Promote Your Law Blog (or any blog)

    Now that your blog is "LIVE," you need to do some basic things to help others find you. Or give your established blog a little shove and see if traffic doesn't improve. Submit to Giant Search Engines Even though you've optimized the general metadata on your blog, as well as...