LexisNexis® Legal Newsroom
    7 Mistakes PI (and Other) Lawyers Make When 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...

    Obstacles to cross-marketing

    "We all know that we should be cross-marketing and cross-selling, but we're just so bad at actually doing it." I frequently hear comments like this from law firm partners. There are a number of reasons why a law firm can be so bad at...

    The biggest mistake lawyers make when trying to develop new business

    The biggest mistake most lawyers make in developing new business is that they don't listen. In a shocking turn of events, they talk too much. Experts agree that when you are building business relationships, you should spend 50% to 80% of your time...

    What it takes to succeed in online marketing

    A law firm can improve its positioning on search-engine results by incorporating keywords that are relevant to the practice and that prospective clients are likely to use in searches. Sixty-five percent of people in need of legal representation begin...

    The Race for Intelligence

    In the US, many firms seem to have embraced not just business intelligence but also, more recently, competitive intelligence too. But UK firms seem once again to be lagging behind. Read the full article

    Client Size and Profitability: Do They Go Hand in Hand?

    Concentrate on your key clients – a familiar mantra to many a law firm manager looking to boost the bottom line. But which clients should a firm designate as key? Where do you draw the line? Firms derive the vast majority of their work from their...

    Client Attrition: Tools to Stem the Trickle of Lost Work

    One of the best ways to hone a firm’s business strategy is to dig deeper into the assumptions relied upon to devise that firm’s business strategy. At the Redwood Think Tank, we reported not too long ago that law firms, on average, lose work...

    Client “Deciles” Help Focus Strategy

    Research conducted by the Redwood Think Tank confirms what many business consultants tell law firm managers — that they should be judicious in devoting resources to small clients. Data indicates that small clients rarely grow into large clients...

    CRM Solution Creates Business Development Opportunity

    Porter & Hedges is one of the last re­maining mid-sized firms in Houston with 100 attorneys that regularly vies for busi­ness with much larger multi-office firms. To level the playing field as smoothly as possible, the firm embarked on a plan...

    Competitive Intelligence in Law Firms; How Can You Begin?

    Just as lawyers perform due diligence in researching the ins and outs of case law, law firms large and small need to investigate the business landscape to improve market intelligence. A growing number of legal professionals, particularly law librarians...

    Cracking the Acorn Theory: Do Small Clients Grow To Be Big Clients?

    Many law firms have a theory. Winning a small amount of work from a desirable client can be a good way to bring that client into the firm’s fold and begin a new relationship. Over time, the theory goes, if this client is nurtured properly, it can...

    Don't Go Blindly into that Law Blog

    Blogs are particularly attractive to small firms with limited marketing budgets because they are less expensive than traditional forms of marketing. Niche practices can benefit as well, because they allow an attorney to promote his or her expertise in...

    What Do You Really Know About Your Best Clients?

    At a time when law firm budgets are tighter than ever, the question of how to prioritize marketing resources has taken on a new urgency. In this climate, a number of firms are discovering there is tremendous value in a new type of client profiling that...

    Firms Can Control Whether Clients Stay or Go

    While the managers of professional services firms often view market pressures as the driving force that determines whether clients remain loyal or choose to shop elsewhere for added services, a study by the Redwood Think Tank indicates that firms have...

    International Marketing Management

    The impact of economic globalization can be seen everywhere in the United States. Virtually all states have subsidiaries of foreign companies and manufacturing plants. More and more American companies, including small to medium sized ones, engage in overseas...

    Strategic Planning and Marketing

    Marketing should be part of any firm's strategic plan. But this can be effective only if the marketing plan includes the situational analysis and goal-setting process described in the previous section, and if the firm has a clear understanding of...