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...
Do you procrastinate in your
practice by delaying drafting that motion, or answering those interrogatories,
or reviewing your pre-bills? If so, then I'll bet you aren't doing much better
with your marketing activities either. Right? Then you...
Now let's think. If I wanted to do
some really stupid things to hurt my chances of getting more legal business,
and/or damage my reputation, as a lawyer what would they be.
Here is my take on
in Trey Ryder's recent newsletter...
No. 76 in Ric Willmot's weekly wisdom
"Customer Experiences Drive Your Business" hit a core nerve with me. He
starts by stating "(c)ustomer service shouldn't be a poor man's cousin to
growing your business."...
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...
Social media is obviously one way to
network these days, and it can work. But, it is not as effective as
face-to-face events with clients, referral sources and prospects. So, it's time
to get up from your desk, and get out and about. That is the...
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...
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...
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...
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...
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...
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...
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...
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...
Over the years I have met many a lawyer
who wasn't into marketing or sales. The reason: the firm will do it. Well, the firm
can't do it. Individual lawyers must, because clients continue to hire lawyers,
not law firms.
In a recent article...