Legal Business

Recent Posts

Overcoming resistance to change (Part 2): Short-term wins
Posted on 11 Aug 2010 by Jim Hassett

Last week I wrote about a simple strategy to promote change: find the feeling. Sounds great in theory, but exactly how do you do that? Of course the answer will depend on your firm's culture and on the change you are promoting. Here's one example... Read More

How to improve the management of legal teams (Part 2 of 4)
Posted on 23 Mar 2011 by Jim Hassett

Legal teams come in so many shapes and sizes that it is impossible to come up with a short list of rules that apply to every case. But if you review all the ideas discussed in this series, you are sure to come up with a few action items that could help... Read More

Twitter Post Exposes Paris
Posted on 3 Sep 2010 by Jayne Navarre

According to the gossip site, radar.com : A photograph posted by Paris Hilton more than a month prior to her drug arrest in Las Vegas could blow up her claim that the purse she was carrying - which contained cocaine - did not belong to her. In mid... Read More

How to improve the management of legal teams (Part 4 of 4)
Posted on 4 May 2011 by Jim Hassett

Rule # 8: Motivate the players "Don't tell people how to do things, tell them what to do and let them surprise you with their results." George S. Patton Rule #1 in this series was to identify what drives your team: the inherent... 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

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

Legal project management (Part 13): Getting the “Statement of Work” right
Posted on 3 Aug 2010 by Jim Hassett

This week's post was written by LegalBizDev Principal Mike Egnatchik , former Associate General Counsel at Xerox. Law firms are increasingly realizing that they must both adopt and adapt the principles of project management in order to perform... 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

Why law firms need a CLO (chief listening officer)
Posted on 12 Aug 2011 by Mark Smith

When I started my legal career in the mid/late 90s, no-one ever talked of the CEO or the CFO. There was a Managing Partner, probably a Senior Partner, and a Finance Director. While looking at job titles may seem simplistic, it actually throws up... 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

  • Blog Post: What Law Firms Can Learn About Delivering Happiness from Tony Hsieh | CEO Zappos

    Tony Hsieh's recently released book, Delivering Happiness | A Path to Profits, Passion and Purpose , is destined to be a classic Gen X must read business book following in the footsteps of other great Boomer reads such as Jim Collins' Good to Great and Built to Last. I read it cover to cover...
  • Blog Post: LinkedIn Tips: Build a Twitter list using your LinkedIn Connections

    I want social networking online to give me greater reach, not add to my workload. I'm always searching for ways to cut down on the amount of time I spend keeping in touch with my valuable online social networks. One way I've found to double up on my efforts is to sync some of my services, i.e...
  • Blog Post: Law Firm Cross-selling: The Art of Listening.

    Nothing makes me more confused and frustrated than when I anticipate one thing and get something entirely different. When this happens I think that I have failed to communicate clearly or manage my own expectations. (I.e. "How could Santa leave me a book when I clearly asked for a doll? Maybe the...
  • Blog Post: How Should Law Firms “Gear Up” to Manage Projects Better? – A 50,000-foot View (Part 2 of 2)

    This two-part series was written by LegalBizDev Principal Steve Barrett , former CMO at Drinker Biddle. You've decided that your firm needs to assess the need for or embark upon instituting project management as an efficiency improvement and margin protection discipline (see part one from last...
  • Blog Post: Avoiding Grievances is Also Good Marketing

    Now there is a "rocket science" tip for ya. Is there any lawyer who doesn't understand that ticking off a client undermines their marketing efforts? Heck, not only will a client with a grievance not give you any more business (or referrals), but they are more than certain to tell up to...
  • Blog Post: How to Write a Blog Post: content ideas for lawyers who blog.

    Setting up a blog is easy. Whether you do it yourself or hire someone to do it for you, it will probably be the last easy thing you do in your life as a lawyer who blogs. The rest of your life as a lawyer who blogs will revolve around an empty white box-a box longing to be filled with your nifty ideas...
  • Blog Post: Why project management is becoming increasingly important to law firms

    This week's post comes from the preface to my new book . The preface starts by explaining how to use the book's tools and templates to improve profitability and client service, then transitions to the material below, explaining why project management is becoming a critical component of many firms'...
  • Blog Post: Are Your Web Site Images Effective?

    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 before how boring and predictable these images...
  • Blog Post: 5 Business Development Tips For These Economic Times

    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 a need to re-think their approach to developing business;...
  • Blog Post: Legal project management (Part 13): Getting the “Statement of Work” right

    This week's post was written by LegalBizDev Principal Mike Egnatchik , former Associate General Counsel at Xerox. Law firms are increasingly realizing that they must both adopt and adapt the principles of project management in order to perform their work more efficiently and to assure that clients...
  • 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: Overcoming resistance to change (Part 2): Short-term wins

    Last week I wrote about a simple strategy to promote change: find the feeling. Sounds great in theory, but exactly how do you do that? Of course the answer will depend on your firm's culture and on the change you are promoting. Here's one example: in many of the firms that we talk to these...
  • Blog Post: "Never, never let others define you. You define yourself."

    Emmitt Smith said that in his August 7, 2010 Football Hall of Fame induction speech. You can read the speech here . I don't love football, but I do like the Dallas Cowboys - most seasons. I typically wouldn't hunt for legal marketing/management metaphors on a sports channel in the fall of...
  • Blog Post: Online Reputation Management: What JetBlue can teach law firms.

    There are several things law firms can learn from the recent publicity of the JetBlue incident , particularly in the context of the social Web and reputation management, but three stand out. Your stakeholders want you to succeed. They want to believe that you, their law firm, do the right thing;...
  • Blog Post: Overcoming resistance to change (Part 3): Raising the urgency level

    Last week I wrote about how short-term wins can help to promote change in law firms. In the book Leading Change , John Kotter also talks about the value of "raising the urgency level," and even provides a table listing nine ways to do this in the corporate world (p. 44). While some would...
  • Blog Post: Has Social Media Gotten Lawyers Out of Focus?

    Have an opinion about this issue? Share your thoughts in a forum on martindale.com Connected . There is a very interesting article by Anthony Green in Law Practice Today which talks about Web 2.0, Web 1.0 and social media in general. Not being one completing sold on all the hype surrounding social...
  • Blog Post: How to improve pitch meetings

    A few months ago, I wrote about "The biggest mistake lawyers make when trying to develop new business" : they fail to listen. As I wrote in that post: The familiar term "pitch meeting" shows just how pervasive this mistake is. Most lawyers seem to think that when they meet with...
  • Blog Post: Respond to Reporters Immediately, If Not Sooner

    The reason public relations is so much more effective than advertising is because of the credibility factor. What is said in an ad, which you pay for, is controlled by you, whereas what is said about you (hopefully in a favorable light) in the media by an independent third party is free advertising for...
  • 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: The Semantic Web: Fantastic and a bit scary

    The Semantic Web (call it Web 3.0 if you will) is both fantastic and, like most new technology, a bit scary: Do I really like the idea of every little move I make becoming data to be tagged and processed electronically? What if it ends up in the wrong hands? And what to think of the "Big Brother"...
  • 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: Twitter Post Exposes Paris

    According to the gossip site, radar.com : A photograph posted by Paris Hilton more than a month prior to her drug arrest in Las Vegas could blow up her claim that the purse she was carrying - which contained cocaine - did not belong to her. In mid-July, Paris Tweeted a photograph of a purse and wrote...
  • 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...