Legal Business

Recent Posts

Strategic Planning and Marketing
Posted on 27 Jan 2010 by LexisNexis Legal Business Community Staff

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... Read More

CRM Solution Creates Business Development Opportunity
Posted on 3 Mar 2010 by Paul S. Grabowski

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... Read More

International Marketing Management
Posted on 27 Jan 2010 by LexisNexis Legal Business Community Staff

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... Read More

Client Size and Profitability: Do They Go Hand in Hand?
Posted on 23 Mar 2010 by Kris Satkunas

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... 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

Client “Deciles” Help Focus Strategy
Posted on 23 Mar 2010 by Ron Paquette

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... Read More

Client Attrition: Tools to Stem the Trickle of Lost Work
Posted on 23 Mar 2010 by Kris Satkunas

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... Read More

Firms Can Control Whether Clients Stay or Go
Posted on 2 Feb 2010 by Kris Satkunas

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... Read More

Cracking the Acorn Theory: Do Small Clients Grow To Be Big Clients?
Posted on 13 Feb 2010 by Ron Paquette

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... Read More

Do More Than Expected, Nothing Less
Posted on 22 Jun 2011 by Tom Kane

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 ... 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

Don't Go Blindly into that Law Blog
Posted on 12 Feb 2010 by Christine D. Petruzzell

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... 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

  • Blog Post: 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 the application and benefits of law firm marketing...
  • Blog Post: 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 business in the form of either manufacturing...
  • Blog Post: 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 tremendous sway over which clients become long-term...
  • Blog Post: 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 a particular area. Their growing presence and influence...
  • Blog Post: 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 be coaxed to provide increasing amounts of work...
  • Blog Post: 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 to improve its business development in­frastructure...
  • Blog Post: 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 and perform worse than large clients across multiple...
  • Blog Post: 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 from existing clients at the rate of 1% per month...
  • Blog Post: 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 largest clients. But an ironic–and sometimes...
  • 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 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: 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...