Legal Business

Recent Posts

Discover the Client's Need, Before Selling the Solution
Posted on 1 Sep 2010 by Tom Kane

Doesn't every lawyer do that? Well maybe not so much. Sometimes professionals are too busy talking about the solution to a problem they assume the client has, when in fact the client may not even recognize they have a problem. In other words, you... Read More

How Satisfied Are Your Clients? Ask Them
Posted on 17 Mar 2011 by Tom Kane

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... Read More

Handwritten Notes Can Make You Stand Out Big Time!
Posted on 9 Mar 2011 by Tom Kane

Having preached...yes preached for most of my marketing life about the importance of sending handwritten thank you's , congratulatory notes, etc., I continue to be amazed at how little of this is simply activity is done today. I have at least a dozen... Read More

Manage Client Expectations To Get More Referrals
Posted on 16 Nov 2010 by Tom Kane

There could be a number of reasons that clients might bad mouth your firm. As the saying goes, an unhappy client/customer will tell up to 10 people how dissatisfied they are with a product or service. For a lawyer, that can be the kiss of death, since... Read More

Turning a Disgruntled Client Around
Posted on 10 Nov 2010 by Tom Kane

In the majority of cases, if a law firm has a disgruntled client, it is the firm's fault. As I have written about in the past, if the client is the problem, fire them . But in the 99% of cases where it is the lawyers who forgot the basics of client... Read More

Set up Your Facebook Business Page
Posted on 24 Jan 2011 by Tom Kane

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... Read More

Listen More to Give (and Get) More Referrals
Posted on 2 Feb 2011 by Tom Kane

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... Read More

Time to Freshen Up the Olde Bio
Posted on 3 Dec 2010 by Tom Kane

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... Read More

How To Improve Your Client Service
Posted on 11 Aug 2010 by Tom Kane

Most law firms would say, if asked, that they provide excellent client service, or at least very good service. Unfortunately, this self-assessment is not based on fact in most cases. As my friend Stacy West Clark reports, when clients were asked how their... Read More

Coaching or The Buddy System
Posted on 13 Oct 2010 by Tom Kane

What I especially like about Seth Godin is his pithy posts which plant plenty of powerful (p)ideas in my pons (part of brainstem). Okay, I didn't do that well on that one, but heck it's only Tuesday. The point is that his recent brief post about... Read More

A Prospect Didn't Hire You, and You're Surprised?
Posted on 24 Sep 2010 by Tom Kane

Okay, you met the ideal prospective client, who had a legal problem you really could have helped them with. BUT, after your conversation which you thought went well, he or she didn't hire you. What's with that? Well, according to RealPractice's... Read More

Speaking Engagements REALLY Work, If You Work At It!
Posted on 20 Dec 2010 by Tom Kane

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... Read More

Blogging Can Really Bring In Business
Posted on 20 Sep 2010 by Tom Kane

As the Greatest American Lawyer blog says "content can drive business." In a post yesterday, it was pointed out that the advantage of blogging is that it can benefit both the lawyer and prospective client . Demonstrating one's expertise... Read More

Promote Yourself By Promoting Others
Posted on 27 Oct 2010 by Tom Kane

Promoting yourself is not about you, it's about the other person. I ran across an article on the ABA Journal online where Ari Kaplan is talking about the value in promoting/congratulating others and how that can pay dividends in promoting yourself... Read More

Client Communications: What Has The World Come To?
Posted on 10 Sep 2010 by Tom Kane

A reporter called the other day to ask about whether client communications have changed, and what I thought about how lawyers should communicate with clients in this new age. She mentioned that in talking with some digitally savvy "younger"... Read More

  • Blog Post: How To Improve Your Client Service

    Most law firms would say, if asked, that they provide excellent client service, or at least very good service. Unfortunately, this self-assessment is not based on fact in most cases. As my friend Stacy West Clark reports, when clients were asked how their law firms were doing "most gave their firms...
  • Blog Post: Discover the Client's Need, Before Selling the Solution

    Doesn't every lawyer do that? Well maybe not so much. Sometimes professionals are too busy talking about the solution to a problem they assume the client has, when in fact the client may not even recognize they have a problem. In other words, you can't solve a problem that the client doesn't...
  • Blog Post: Have You Called A Client Today?

    It's 2:00 p.m. on Thursday, and Tom Peters of In Search of Excellence fame undoubtedly would like to know if you called a client today. Peters has an excellent 1 minute 7 second audio clip I ran across today. You should listen to it as well. He admonishes us to never get out of touch with customers...
  • Blog Post: Client Communications: What Has The World Come To?

    A reporter called the other day to ask about whether client communications have changed, and what I thought about how lawyers should communicate with clients in this new age. She mentioned that in talking with some digitally savvy "younger" lawyers, they preferred communicating by email and...
  • Blog Post: Blogging Can Really Bring In Business

    As the Greatest American Lawyer blog says "content can drive business." In a post yesterday, it was pointed out that the advantage of blogging is that it can benefit both the lawyer and prospective client . Demonstrating one's expertise by putting meaningful content on the Internet is a...
  • Blog Post: A Prospect Didn't Hire You, and You're Surprised?

    Okay, you met the ideal prospective client, who had a legal problem you really could have helped them with. BUT, after your conversation which you thought went well, he or she didn't hire you. What's with that? Well, according to RealPractice's Company Blog , there could be five reasons...
  • Blog Post: Why Cross-selling Doesn't Work, But Could

    There are obstacles to cross-selling that explains why law firms are so bad at it. But with the right kind of leadership and incentives, the obstacles can be overcome. It isn't easy though. When I was an in-house legal marketer, I actually saw cross-selling work - maybe 1% of the time. An article...
  • Blog Post: Forget About Web Sites, and Focus on Google Maps

    That may be a bit strong. But not too far off for law firms that market to consumers vs. corporate firms. Tom O'Leary, a law firm internet marketing consultant, reports his clients are telling him that they are doing much better with Google Local Listings than with their web sites. In fact, some...
  • Blog Post: Coaching or The Buddy System

    What I especially like about Seth Godin is his pithy posts which plant plenty of powerful (p)ideas in my pons (part of brainstem). Okay, I didn't do that well on that one, but heck it's only Tuesday. The point is that his recent brief post about "The Buddy System" got me thinking about...
  • Blog Post: Promote Yourself By Promoting Others

    Promoting yourself is not about you, it's about the other person. I ran across an article on the ABA Journal online where Ari Kaplan is talking about the value in promoting/congratulating others and how that can pay dividends in promoting yourself. It reminds me of the phrase attributed to Zig Ziglar...
  • Blog Post: Turning a Disgruntled Client Around

    In the majority of cases, if a law firm has a disgruntled client, it is the firm's fault. As I have written about in the past, if the client is the problem, fire them . But in the 99% of cases where it is the lawyers who forgot the basics of client relations, there are ways to turn an unhappy client...
  • Blog Post: Lawyers Are Natural Salespeople, But Training Can Lend a Hand

    Actually, everyone is a salesperson. Some undoubtedly are better at it than others, but every one of us learned to sell from the moment we left our mother's womb. It may not have been polished, and the sales pitch was a bit noisy, but all parents would agree the selling was damn effective. As teenagers...
  • Blog Post: Manage Client Expectations To Get More Referrals

    There could be a number of reasons that clients might bad mouth your firm. As the saying goes, an unhappy client/customer will tell up to 10 people how dissatisfied they are with a product or service. For a lawyer, that can be the kiss of death, since anywhere from 71% to 80% of new matters come from...
  • Blog Post: 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...
  • Blog Post: 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...
  • Blog Post: 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...
  • Blog Post: 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...
  • Blog Post: 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,...
  • Blog Post: 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...
  • Blog Post: 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. ...
  • Blog Post: 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...
  • Blog Post: 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...
  • Blog Post: Organized Networking Makes Sense

    Too often when working a room, many of us do so with little thought on being organized. As lawyers, we are methodical by nature in many of our dealings, but I expect networking isn't one of them. Then, I ran across a post Bruce Allen did on his Marketing Catalyst blog during the holidays, that I...
  • Blog Post: 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...
  • Blog Post: Handwritten Notes Can Make You Stand Out Big Time!

    Having preached...yes preached for most of my marketing life about the importance of sending handwritten thank you's , congratulatory notes, etc., I continue to be amazed at how little of this is simply activity is done today. I have at least a dozen posts over the last six years of this blog that...