Legal Business

Recent Posts

Are law firm newsletters worthwhile?
Posted on 9 Feb 2011 by Norman Clark

I recently participated in an interesting discussion with a group of law firm partners about the value of newsletters. About half of the group said that their firm's newsletter was worthwhile overall; but the other half argued that it was a complete... 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

How to Have a Successful Solo or Small Firm Practice
Posted on 26 Oct 2011 by Tom Kane

There are lots of things one can do from a marketing and business development standpoint to have a successful practice, whether you are a solo or, quite frankly, a lawyer in any size firm. Considering the fact that you will have less resources to bring... Read More

Hush Up and Listen!
Posted on 25 May 2011 by Tom Kane

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... Read More

Marketing Tip: Avoid Malpractice Claims
Posted on 13 Jul 2011 by Tom Kane

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... Read More

Are You Pressed To Find Time for Marketing?
Posted on 8 Jun 2011 by Tom Kane

A client mentioned to me this week that things are a little slow, so he has more time to think about marketing. Too bad! He should have been thinking about his next clients when he was busy. Yeah, I know, easier said than done. However, when you are... Read More

Should Lawyers Check Their Blackberries Hourly?
Posted on 27 Jul 2010 by Tom Kane

In our fast-paced world, it seems like such availability is expected. Certainly, a partner at a BigLaw firm apparently thinks associates should, sorta. You can read about it on ABA Journal's Law News Now and Above the Law . In a nutshell, a partner... Read More

Basic Networking Tips
Posted on 13 Aug 2010 by Tom Kane

Do you feel uncomfortable networking? Maybe better questions include: Do you enjoy helping friends and acquaintances? Are you a good listener? Do you like to party?? Then, you may be better at networking than you think. So, maybe it is the word "networking"... 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

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

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

Avoiding Grievances is Also Good Marketing
Posted on 14 Jul 2010 by Tom Kane

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... Read More

Client Interviews: Think Defensively
Posted on 8 Sep 2010 by Tom Kane

I have advocated for years the need for client satisfaction interviews as a means of keeping competitors from pirating your clients. Not only do these surveys, especially in-person ones, help to solidify the client relationship, but they let a firm know... Read More

It's time to make business personal
Posted on 2 Feb 2011 by Deborah McMurray

In our world of computer-generated auto-replies ("I'm on vacation" or "I went to the dentist" or "Thank you for your question. In a week and a half, someone will surely get back with you" or "I can't help you... Read More

Value questions to ask your top clients (Part 1 of 2)
Posted on 24 Sep 2010 by Jim Hassett

When an AmLaw 100 senior partner recently asked us for advice on strengthening the relationship with a top client, we recommended asking questions about his client's perception of value. We sent this list. His task was to pick a few key questions... Read More