Legal Business

Recent Posts

Gain Clients By Giving Your Knowledge Away!
Posted on 15 Jun 2010 by Tom Kane

Okay, there is a boner of an idea you might say. But, stick with me a minute. Actually, the idea isn't that farfetched. In fact, it's pretty elementary. Bloggers do it all the time, that is, if their blog is any good. Lawyers present at seminars... Read More

3 Reasons For Legal Marketers to Start Thinking Like Journalists
Posted on 14 Apr 2010 by Kara Smith

As a professional marketing legal services, there is a need for you to distinguish your services. Obviously, all information is not created equal, and it is more important now than ever for you to reach out to your audience as a viable information source... Read More

Yes, Successful Rainmakers Can Be Made
Posted on 16 Apr 2010 by Tom Kane

Some would argue that Rainmakers are born that way, and those that aren't can't. It is conceded that developing business does not come easily for a lot of folks, but the skills can be taught, at least to most lawyers. Ed Poll's article... Read More

Are Your Web Site Images Effective?
Posted on 23 Jul 2010 by Tom Kane

Marketing professionals have for years gotten a pretty good laugh over the too often used pictures lawyers have on their web sites (and brochures). That is, courthouses, gavels, scales of justice, law books, etc . Can't remember if I've mentioned... Read More

Free Lunch
Posted on 8 Sep 2010 by Norman Clark

A surprising number of otherwise sophisticated law firms spend a horrifying amount of time and money pursuing strategic alliances, partnerships, or other relationships with other firms. Some of these relationships work well. Most, however, produce disappointing... Read More

Law Firm Leaders Keen to Build Real Business Development Process
Posted on 17 Feb 2010 by Kris Satkunas

Late in 2009, I wrote about the value law firm managers gain by "profiling" their clients, i.e. understanding client growth patterns and grouping those clients with common characteristics. Since that time, I've worked with several firms... Read More

Do You Fail To Communicate Well?
Posted on 25 May 2010 by Tom Kane

One of my absolute favorite movies of all time is Cool Hand Luke starring Paul Newman and George Kennedy. A favorite line from that classic was spoken by the captain of the prison camp (played by Strother Martin) after Newman's (Luke's) umpteenth... Read More

Can a Law Firm Truly Differentiate?
Posted on 23 Jun 2010 by Jayne Navarre

Differentiation is the process of distinguishing products or services to make them attractive to a target audience. In short, differentiation helps "us" choose - pink or blue, regular or lite.... What happens when there's not enough differentiation... Read More

5 Business Development Tips For These Economic Times
Posted on 3 Aug 2010 by Tom Kane

It certainly is no secret that the buyers of legal services are closely scrutinizing the costs associated with outside law firms, especially during this economic downturn. There are two things that some firms recognize in that climate: first, there is... Read More

The Social Web Revolution and Law Firm Marketing Professionals
Posted on 23 Mar 2010 by Jayne Navarre

While no longer a novelty to Tweet a conference in social media circles, (see #SWSX), for the legal industry it is ground breaking. Just a short year ago we only had a handful of people experimenting with the tools during the Legal Marketing Association's... Read More

A Very Simple Twitter Formula for Generating Legal Marketing Business
Posted on 20 Apr 2010 by Kara Smith

Twitter is the leading traffic generator for THE KARASMA MEDIA MARKETING BLOG. One of the best helps I found when I first started using this tool came from Angela Maiers , educator, author, blogger who leads Maier Educational Services. Angela developed... Read More

Too Busy For Marketing? Tap Into Your Social Web Communities
Posted on 28 Apr 2010 by Jayne Navarre

Who has time for business development when you're really busy with client work? Since the beginning of 2010 I've been struggling to balance the time I devote to taking care of my clients-who deserve 100 percent of my attention-and the time I can... Read More

Value questions to ask your top clients (Part 2 of 2)
Posted on 24 Sep 2010 by Jim Hassett

This post concludes our list of questions to ask top clients. As noted last week , the idea is to pick just a few that fit your situation, schedule a meeting to discuss them, and listen to them while they talk 80% of the time. Whatever the client says... Read More

Legal Project Management (Part 8): McDermott’s Deal Dashboard
Posted on 12 May 2010 by Jim Hassett

If you believe what's been written on the web lately, you'd think that the idea of applying project management principles to legal matters was brand new. In fact, however, some lawyers have been focused on these ideas for years, developing new... Read More

Getting a rash from the rash of law firm RFPs
Posted on 5 May 2010 by Deborah McMurray

During round table discussions in 2009 entitled, "Best Practices in Business Development and Proposals," we asked invitees (law firm marketing and BD professionals mostly) about the uptick in the receipt of RFPs and RFIs from clients and prospects... Read More

  • Blog Post: Law Firm Leaders Keen to Build Real Business Development Process

    Late in 2009, I wrote about the value law firm managers gain by "profiling" their clients, i.e. understanding client growth patterns and grouping those clients with common characteristics. Since that time, I've worked with several firms on client profiling exercises and spoken to countless...
  • Blog Post: How to Discuss Innovation and Strategy with Lawyers

    Nathan Darling , the Director of Client Development and Marketing for Van Ness Feldman in Washington, DC, and the 2010 President of LMA International , has the following suggestions for marketers who want to "brainstorm" ideas with their firm lawyers. 1. Frame such sessions as "strategy...
  • Blog Post: Law Firm CMOs: LSSO Listserve Discussion about Their Future

    "Where have all the CMOs gone?" is the subject line of an LSSO listserve discussion late last week. Some of the legal marketing/sales industry's top consultants ( Silvia Coulter and Bill Flannery , to name two) weighed in on this hot button topic. Silvia, a consultant with Hildebrandt...
  • Blog Post: To determine the financial stability of a law firm, how far should legal departments inquire?

    When coalescing its group of outside counsel into a smaller number of primary firms or selecting a firm for a multi-year commitment, a law department rightfully wants to select firms that are financially solid, that will prosper during the term of the agreement. That desire prompts questions in the Request...
  • Blog Post: The keys to new business in a changing economy (Part 1 of 2)

    When the economy changes, lawyers must change too. New client demands and new levels of competition are requiring lawyers to rethink the way they develop business. When I wrote the book Legal Business Development: A Step by Step Guide a few years ago, I outlined the steps each lawyer should take to find...
  • Blog Post: The keys to new business in a changing economy (Part 2 of 2)

    Whether you choose to focus on current clients and referral sources or to spend your time looking for new ones, the marketing tactic that is most critical in this changing economy is increasing the value you provide. This need is hardly limited to the legal world. In his book, What the Customer Wants...
  • Blog Post: There Has Never a Better Time for Legal Marketing Brands to Engage in Social Media

    There has never been a better time for legal marketers to engage in social media activity and develop a presence in online communities. A recent report from Nielsen indicates that social media websites have become the most popular globally over the course of 2009. These figures also serve to prove...
  • Blog Post: The Revenue Impact of Alternative Fees (Part 1 of 2)

    Last month, Of Counsel, the Legal Practice and Management Report, published an article based on The LegalBizDev Survey of Alternative Fees , which they described as "the most lucid and comprehensive study that we have seen on this topic." This post reproduces the first part of the article....
  • Blog Post: The Revenue Impact of Alternative Fees (Part 2 of 2)

    Last month, Of Counsel, the Legal Practice and Management Report , published an article based on The LegalBizDev Survey of Alternative Fees , which they described as "the most lucid and comprehensive study that we have seen on this topic." This post reproduces the second part of the article...
  • Blog Post: Legal Marketers Can Step Out of the Box With Video

    My assistant, Lori, sent me a very funny link to a law firm's commercial on YouTube. (You've got to love when you find people to work with whose personalities and quirky sense of humor is in-synch with your own!) One aspect of marketing I work with my lawyers on when developing their brands...
  • Blog Post: Lawyers, Forget About “Quitting Facebook” – Expanding Your Comfort Zone to Communicate is Key

    While I was at the National Association of Minority and Women Owned Law Firms (NAMWOLF) Business meeting in Washington, D.C., I had the opportunity to meet with large-firm general counsel, communications directors and small firm members from across the country. I really enjoy talking to lawyers in...
  • Blog Post: In-house law departments and trust

    When I published the results of our national survey of alternative fees, one of the most discouraging sections concerned the lack of trust between in-house law departments and the firms that serve them. Although the interviews were focused on alternative fees, the findings also have implications for...
  • Blog Post: The Social Web Revolution and Law Firm Marketing Professionals

    While no longer a novelty to Tweet a conference in social media circles, (see #SWSX), for the legal industry it is ground breaking. Just a short year ago we only had a handful of people experimenting with the tools during the Legal Marketing Association's annual conference. This year we had an amazing...
  • Blog Post: What every lawyer needs to know about project management, Part 1 of 5

    This five-part series is an expanded version of an article I published last week on AmericanLawyer.com entitled "Teaching Lawyers How to Manage: Can It Improve the Bottom Line?" When I interviewed AmLaw 100 chairmen, senior partners and C-level executives for a recent survey of alternative...
  • Blog Post: If Mobile’s Becoming Increasingly Important for Small Biz Development – Doesn’t That Include Legal & iPhones Too?

    Mobile and wireless technologies such as smart phones, Wi-Fi hotspots and laptop data cards are becoming more important for small-business owners, according to the "Small Business Technology Poll" from AT&T. A recent article in E-marketer stated: More than one-fifth of respondents...
  • Blog Post: Narrow Your Practice Niche To Broader Your Reach

    Lawyers with a real niche practice are pretty much aware that it is easier to have clients, prospects and referrals understand what they do. Generalists have a harder time standing out from the crowd, when it comes to being recognized as different from every other lawyer in their area. I've written...
  • Blog Post: What every lawyer needs to know about project management, Part 2 of 5

    Is it possible to control the costs of legal matters? While some lawyers have been working on a fixed price basis for years, others still believe that fixed fees simply cannot be applied to complex legal matters. The cost of defending a suit may be very low if your opponent is willing to settle early...
  • Blog Post: What every lawyer needs to know about project management, Part 3 of 5

    How to reduce write-offs Another best practice discussed in our project management workshop at Warner Norcross & Judd was just as simple and even more likely to quickly impact the bottom line: "Hold difficult conversations before money is spent, not after." Anyone who has been involved...
  • Blog Post: Fear of Facebook: Part II: How to use Facebook privacy settings

    Facebook estimates that only 20% of its members take advantage of the privacy features. As a business professional using Facebook , privacy settings allow you to manage your network so you can speak discreetly to certain Friends, like co-workers or family members, as opposed to other "Friends"...
  • Blog Post: Fear of Facebook Part III: Fan Pages for Law Firms?

    "There's a lot of business done in country clubs, but you'll never see a company open a booth in the club's dining room. Instead, individual business people network quietly there, blending into the scene and using the social atmosphere to their advantage. That's how I feel about...
  • Blog Post: Chris Brogan on Legal Marketing: An Interview With Karasma Media

    Trust Agents: Using the Web to Build Influence, Improve Reputation, and Earn Trust by Chris Brogan and Julien Smith is an incredibly straight forward guide for anyone communicating regularly with a large group of people on the internet who give what we say enough credence to follow, friend or quote what...
  • Blog Post: What every lawyer needs to know about project management, Part 4 of 5

    If we lived in a perfect world with unlimited resources, no one would need project managers. But here on Earth, resources are limited and managers are constantly forced to make difficult choices. For example, when computer programmers develop a new product, no matter how good the product may be, someone...
  • Blog Post: 3 Reasons For Legal Marketers to Start Thinking Like Journalists

    As a professional marketing legal services, there is a need for you to distinguish your services. Obviously, all information is not created equal, and it is more important now than ever for you to reach out to your audience as a viable information source in your area of specialty. You need to provide...
  • Blog Post: Yes, Successful Rainmakers Can Be Made

    Some would argue that Rainmakers are born that way, and those that aren't can't. It is conceded that developing business does not come easily for a lot of folks, but the skills can be taught, at least to most lawyers. Ed Poll's article that appeared in LawyersUSA this week, advises small...
  • Blog Post: A Very Simple Twitter Formula for Generating Legal Marketing Business

    Twitter is the leading traffic generator for THE KARASMA MEDIA MARKETING BLOG. One of the best helps I found when I first started using this tool came from Angela Maiers , educator, author, blogger who leads Maier Educational Services. Angela developed a simple Twitter Engagement Formula that provides...