As 2011 winds down (this year seems to have particularly flown by), it is time to start setting goals for next year. Since approximately 80% of law firm work comes from existing clients (in the form of new work or referrals) or other referral sources...
As my colleagues and I interview the
clients of law firms, we hear a consistent set of complaints about the service
that they receive from law firms.
Here is a short checklist to help
law firms consider whether they have the basic management structures...
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...
In a nonscientific reader poll
conducted for SmartBrief on Social Media , leading marketers
(of all types) were asked:
Does your company have a formal
training process for employees before they're allowed to blog, tweet or post
The following blog was written by Philip Livingston, CEO Martindale-Hubbell, SVP LexisNexis USLM
In today's economy, smaller firms and solo practitioners are challenged like never before to find and win new clients - typically individuals or small...
I have worked with Paul Grabowski, Esq.
at two well known Texas law firms, Andrews Kurth and Porter Hedges , where he led the marketing departments.
He just wrote this post for Thom Singer's blog (Thom Singer
is also an Andrews Kurth 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...
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...
Although I've been on Facebook for awhile, I can't say that I have been a big fan. In fact, when it comes to social media, I've been in favor of LinkedIn over Facebook for businesses, especially law firms. That may be changing. If you are...
Let me start with a confession.
It took me a while to "get" Twitter .
The first time I tried it (which I think was 2008), I just used it to consume
information. It wasn't great for a number of reasons - firstly, I didn't put a
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...
Being a good writer with a dynamite
article you would like to get published is only half the battle. You must
comply with editorial rules and protocol of the publications you're trying to
reach, if you will have any chance at all of getting that...
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...
Manny de Castro is suing Yellowbook after the phone book maker misspelled a prominent word in the attorney's half-page, color advertisement, but still insisted he pay for the ad or be taken to a collection agency.
A frustrated de Castro says he'll...
And which do your clients prefer?
Can your clients or prospective clients determine which you are? Do they care?
Astin Tarlton has an entertaining piece on
Attorney at Work that talks about clients being like kids in a candy store.
Okay, you had the best of intentions after the summer to gear up for the fall and winter months ahead, right? But, you didn't get around to it, right? Well, two "rights" don't make a wrong... it just means that you procrastinated. Join...
Rob Kahn, Director of Business
Development at Fenwick & West LLP , and Elizabeth Lampert,
owner of Elizabeth Lampert PR , just wrote an
article for the National Law Journal about social
media. The publication date was July 4, 2011. After reading...
I participated earlier today in a discussion group on LinkedIn about client
surveys. This posting provides a few additional comments and observations
that would have made my comment on LinkedIn too long.
The question concerned whether a law firm...
Make sure to do more than expected
for your clients (and referral sources). But, really make sure to never do less than
While traveling to Buffalo on
business, I rode in from the airport with a cab driver who asked when I would
There are times when people need to take advantage of the beneficial aspects of bankruptcy . This can occur for many different reasons. Usually someone has gone through a very trying time with their finance, and they require the bankruptcy option. Since...
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...
How appropriate this week as the nation (if not the world) honors the memory of a great curmudgeon in CBS's Andy Rooney, that Attorney at Work has a post by its own killjoy Otto Sorts . It deals with an old codger's advice to the younger members...
Terri L. Sjodin is a speech geek. Her
experience on her speech and debate teams in high school and college laid the
groundwork for her 2011 book, "Small Message, Big Impact : How to put the power of the
elevator speech effect to work for you."...
Interesting buzz over on LinkedIn's
Marketing the Law Firm group. Eric Dewey compiled "Ten Tips to Improve Profit in 90 Days or Less,"
and offered to send a copy to those who requested it. A bunch have. Not a lot
of new stuff there,...
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...