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More On The Reality of Alternative Fees

During Jackson Lewis ' annual corporate counsel conference, as reported in The National Law Journal and on Law.com's Small Firm Business , alternative fees are "putting down deep roots." This got my attention, because although there has been much written about the subject including...

Legal Project Management (Part 9): Getting Away from Perfectionism

When Voltaire wrote the phrase "Better is the enemy of good" in the late eighteenth century, he was not thinking about the needs of legal clients. But the phrase is extremely relevant to the challenges lawyers face today as they adapt to what Paul Lippe has called "the new normal."...

Social Web ‘consumption, familiarity and use’ by in-house lawyers: survey released

As a marketer I rarely, if ever, try to "convince" a law firm or lawyer that social media and networking is something they MUST do. When I speak to groups of lawyers [or marketers] on the topic, I am careful to craft my speeches in a way that presents details, offers illustrations of what others...

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 their search for an attorney on the Internet, according...

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 listening. But when lawyers meet potential clients...

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...

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...

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 of the Personal Injury Lawyers Marketing and Managing...

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;...

Does your law firm need a “social agency?”

As social media channels grow and the "what should we be doing" buzz slowly moves across the legal marketing industry, more legal marketing professionals and law firm leaders are asking, do we need to hire an agency? If you're big enough or serious enough, you probably do. And according...

Managing Social Media in Your Law Firm | The Next Big Thing

We've come a long way, baby! Three years ago, when I founded my company Law Gravity , I talked to a lot of law firms about their "plans" for using social media. Their response: "What plans?" There were firms that had a blog or two, but few looked beyond into opportunities presented...

The Heart and Soul of Your Law Firm | What Vendor Relationships Reveal

Today a package of materials from a new client of mine arrived overnight, first AM delivery. The delivery surprised me and exceeded my expectation as our scheduled meeting is weeks away. There was nothing urgent about me receiving the materials, but it sure was nice to have them in hand so far in advance...

Client Feedback Pointers

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 and How's of getting client feedback...

Hush Up and Listen!

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 at it. Remember the old saw, since we have...

Some Real Blunders to Help Undermine Your Marketing Efforts

Now let's think. If I wanted to do some really stupid things to hurt my chances of getting more legal business, and/or damage my reputation, as a lawyer what would they be. Here is my take on an article in Trey Ryder's recent newsletter where he identifies a dozen blunders (with his...

Clients Still Hire Lawyers Not Law Firms, So Get Off Your Duff!

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 entitled "How to Make It Rain By Marketing...

Marketing Tip: Avoid Malpractice Claims

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 is pretty darn obvious. But stay with me a minute...

When it comes to Marketing, Sometimes Less is More

Consultants (as well as lawyers) can be a touch wordy sometimes. Especially when trying to sell their services to prospective clients. Often we think that it's necessary to cover the waterfront in terms of explaining who we are, what we do (or did), and whom we do (or have done) work for. Or...

Do Client Experiences Drive Your Firm?

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." He is right, of course. It should be the center of...

Law Firm Online Marketing Tips: Free Download

What is the best way to market a law firm? Find out in our FREE martindale.com ® Connected eBook Get to know the answer by reading our collection of blogs, fashioned into an eBook from a number of experts across LexisNexis and learn: How to create an image for your law firm that attracts new...

Avoid Marketing Procrastination

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...

Networking Requires Getting Off Your Duff!

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...

Joining Organizations Is Only The Start In Getting Attention

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;...

Why You MUST Have a Website

Okay, if you're a solo practitioner, or really any kind of hire-able lawyer who doesn't currently have at least a basic website - please, I beg you, GET ONE. How in the world am I supposed to refer you business otherwise? Do you seriously think my friend-of-a-friend-of-a-friend, who's...

Tweeter's Manifesto

New article! Tweeter's Manifesto . I explain why I, as a practicing employment lawyer, use Twitter. People from other professions (and certainly other practice areas within law) may find it helpful. The article is part of my presentation at this weekend's ABA Labor and Employment Law Conference...