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

Avoid Marketing Procrastination
Posted on 10 Aug 2011 by Tom Kane

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... Read More

Some Real Blunders to Help Undermine Your Marketing Efforts
Posted on 29 Jun 2011 by Tom Kane

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 an article in Trey Ryder's recent newsletter... Read More

Do Client Experiences Drive Your Firm?
Posted on 2 Aug 2011 by Tom Kane

No. 76 in Ric Willmot's weekly wisdom series "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."... 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

Networking Requires Getting Off Your Duff!
Posted on 17 Aug 2011 by Tom Kane

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... 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

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

Clients Still Hire Lawyers Not Law Firms, So Get Off Your Duff!
Posted on 8 Jul 2011 by Tom Kane

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... 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: 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: 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 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: Hush Up and Listen!

    Admittedly, I am not a good listener. I've gotten better, in part because I began listening to my own preaching. More and more in coaching sessions, I advise lawyers to listen more than 50% of the time. In fact, more than 80% as they get better at it. Remember the old saw, since we have...
  • Blog Post: Some Real Blunders to Help Undermine Your Marketing Efforts

    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 an article in Trey Ryder's recent newsletter where he identifies a dozen blunders (with his...
  • Blog Post: Clients Still Hire Lawyers Not Law Firms, So Get Off Your Duff!

    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 entitled "How to Make It Rain By Marketing...
  • 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: Do Client Experiences Drive Your Firm?

    No. 76 in Ric Willmot's weekly wisdom series "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." He is right, of course. It should be the center of...
  • Blog Post: Avoid Marketing Procrastination

    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 beat yourself up at the end of the day for failing...
  • Blog Post: Networking Requires Getting Off Your Duff!

    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 theme of an article on Attorney at Work by Theda...
  • Blog Post: Joining Organizations Is Only The Start In Getting Attention

    I've always argued that joining organizations for the purpose of business development is a waste of time for most lawyers. Too many think that by simply joining associations will result in clients flowing to the firm. On the other hand, most lawyers do understand that it takes more than that;...