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 does, but most will.
Unfortunately, many of...
I am not a fan of eNewsletters. I may be in the minority here, but with the email-tsunami reality today, I just don't believe that many of them get read. In a post in August 2005 , I indicated I was a fan of them. Well, that was 2005, and now is 2011. There has been a ton more spam since then, including...
Too often when working a room, many of us do so with little thought on being organized. As lawyers, we are methodical by nature in many of our dealings, but I expect networking isn't one of them. Then, I ran across a post Bruce Allen did on his Marketing Catalyst blog during the holidays, that I...
Okay, sometimes you can't help it. Unfortunately, with some people it is just a bad habit. From a lawyer marketing standpoint - in the case of this bad behavior - it is dumb marketing. Oh yeah, did I also say it is rude.
Whether you are perennially late to a client meeting, or court, or a deposition...
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 posts over the last six years of this blog that...
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 economy, client satisfaction surveys are more important...
...If the lawyers who helped establish the brand depart. That is the real lesson of Howrey's demise, according to John Hellerman . In an excellent article published on Law360 yesterday, he points out how Howrey was praised in recent years for its branding campaign and its success; but couldn't...
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 pressed for time to
complete a client's matter...
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
be flying out, and offered to pick me up at my hotel...
Okay, you've decided it's time to do
some networking at a conference. The first thing you need to do is identify the
right conferences to attend. Those would be ones that your clients and/or
referral sources attend. If your main referral sources are other lawyers, you
would want to go to...
Do you procrastinate in your
practice by delaying drafting that motion, or answering those interrogatories,
or reviewing your pre-bills? If so, then I'll bet you aren't doing much better
with your marketing activities either. Right? Then you beat yourself up at the
end of the day for failing...
Social media is obviously one way to
network these days, and it can work. But, it is not as effective as
face-to-face events with clients, referral sources and prospects. So, it's time
to get up from your desk, and get out and about. That is the theme of an article on Attorney at Work by Theda...
Whether you are making a pitch to
your boss, a client or prospect, or a speech to a more general audience,
credibility is a crucial ingredient. Joey Asher reminds us in an article on Law.com
of the importance of ethos in any presentation.
Asher succinctly points out four
simple tips to boost...
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.
If all candy looked and tasted alike, like law firms...
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 best ever written
Semantics sometimes get in the way
of some good advice. When you try to convince clients (subtly or otherwise) to
engage your law firm for additional services not previously rendered, I think
it is silly to argue about whether you are cross-selling or cross-marketing
I've known and...
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, but a number of points he makes are helpful from a...
I've always argued that joining
organizations for the purpose of business development is a waste of time for
most lawyers. Too many think that by simply joining associations will result in
clients flowing to the firm. On the other hand, most lawyers do understand that
it takes more than that;...
The Rule : Get to events 20 minutes early, and stay 20 minutes after it is over!!
I usually do not link to articles or posts by consultants who refer to themselves as gurus, experts, the best or top anything. I routinely pass their stuff up, because it usually isn't that good, but...
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, client satisfaction and retention (except for criminal...
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 into play the
smaller your firm, here are a...
In a telephone conference earlier
today with a client talking about legal project management and alternative fee
arrangements, I was struck by a statement by one of the partners on the call.
Although he recognized clearly that AFAs, especially fixed fee matters, makes
project management more urgent...
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 of the legal profession, particularly relating...
Being interviewed by a prospective client is not that different than a young lawyer interviewing for a job in this awful market. This idea came to mind when I saw an article by William Melater, a young associate and contributor to Attorney at Work . He wrote about three basic rules for young graduates...
In a couple of posts back in 2009, I
talked about the importance of a personal brand ,
as well as its relation to the firm's brand .
Both are important, but the personal brand is more critical since clients hire
lawyers in most cases, not the law firm.
In this month's issue of Law Practice...