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All successful rainmakers invest significant time and energy into marketing and business development.  They are able to create time - it is all part of the job.  For other lawyers, why is it so hard to find time for marketing and business development? …

We have helped many a lawyer build a niche legal practice. The concept of niche marketing is different than marketing a specific practice area or legal specialty. You should think of a niche practice in industry terms or as a very narrow specialty. For…

I am back from vacation - relaxed, refreshed, and thinking about websites.  They are expensive.  Very expensive.  But on my recent trip, where I relied heavily on Google to get me to the websites of restaurants, activities, and other destinations on my vacation,…

There is a war going on in the legal industry.  It is a war for talent, a war to get the right lateral attorney.  So many firms are trying to grow by recruiting established lawyers with big books of business.  Sometimes this is…

Do you see things from the client perspective or your own?  I recently worked with a successful, senior partner at a large law firm. He sought my advice on how to properly follow-up with a prospective client. The prospect was General Counsel at…

As legal marketing consultants, we will preach that you must think strategically and have marketing plans – blah, blah, blah.  The trouble with marketing plans and firm strategic plans is that much time, energy and money go into creating them.  Then, the plans…

We recently met with a prospect and asked him how clients found him. He said other attorneys send him clients, and he advertises in the yellow pages.  We are so glad he contacted us! His story reminded me of an article I read…

Throughout my long career in legal marketing, I cannot count the number of times that I heard, “Joe” is such a good lawyer, how come he cannot get any clients?  These “Joes” are truly excellent at their craft.  They produce first-rate work products…

We preach and preach and preach even more that marketing for lawyers is a simple formula. It goes like this: Reputation + Relationships = Success. When dealing with clients, we always start with the Reputation portion of the equation. And, under this category,…

In helping some of our start-up clients, we really focus on integrating marketing into their administrative procedures.  Here are a few basics to consider before you open your doors.  Or when you decide to integrate a marketing plan: Logo Design Many start-ups do…

Many legal marketers will ask lawyers, “what is your ideal client?” Often, we will hear answers like “Anyone who will pay me.” Or better yet, “I don’t know.” We think it is an important question to answer if you want to have a…

For those lawyers who have the fantastic existence of measuring their lives in 6-minute increments, time is extremely valuable. Attorneys, like most people, have very busy lives. There is legal work obviously, but also non-billable client demands, administrative duties, and personal lives. The…

Graduation is coming!! As law students we know your primary concerns are finishing school, passing the bar, and finding a job. For those going into private practice, one thing that is not taught in law school is the business side of law. Therefore,…

Some law firms have formal attorney mentor programs for young attorneys. These programs usually focus on helping the young lawyer navigate in the internal workings of the firm. As such, the mentors may need to guide the newbie on issues such as billing…

We compiled a bunch of marketing terms of which every lawyer needs to be familiar. Some of the definitions are very technical. If you need clarification, please just ask. Business development = sales Sales = business development Cross-selling = making more money for…

You measure your life in 6-minute increments. How much are seminars worth? So here is the deal. Seminars are not a one-shot-deal. Seminars are door openers. Read - one seminar, two seminars, 10 seminars, do not guarantee you business. The only guarantee from…

Despite the stereotypes and silly jokes, lawyers are leaders in their communities. As such, they sit on boards, run committees, offer pro bono legal services, donate money, and volunteer precious (read: billable) time. Many lawyers do not view their charitable efforts as marketing. …

There is a trend of lawyers in their prime earning years leaving their existing firms to set up their own firms, or moving to another firm where the grass is (hopefully) greener. This is, in part, because many baby boomers are not transitioning…

We know that attorneys did not go to law school to become “salespeople.” At least that is what we have been told at least 4 billion times. Okay, that is an exaggeration, but we have heard it quite often. Of course, lawyers did…

Do you read blogs and social media?  Do you have a Facebook, LinkedIn, Insta, or Twitter? If you haven't and don't, then stop reading. This blog will be lost on you - but please forward it to the younger attorneys that you know,…

Why a marketing coach? We have attended educational programs that focused on attorney marketing and business development topics. While these sessions are informative, the ideas never seem to stick or get implemented. And, we are just marketing people. So, if we cannot implement…

We have built successful lawyer blogs. However, before we will start creating the blog, we question the attorney about what he or she expects from the blog. Is the blog expected to generate revenue? Do you want to position yourself as a thought…

Legal referrals are the life blood to any successful law practice. Where does your business come from? Do you know? Do you track it? If not, start immediately. A strong network of referral sources can create an endless line of new business. It…

As consumers, we are surrounded by brands every day. From the Nike swoosh, to the Chipotle pepper, to that woman-like logo at Starbucks, brand images are everywhere. These images are only the visual representation of the brand, but what really matters is the…

To ESQuisite Marketing, the answer is simple. For our clients, the media is a friend. Why do we say this? Because we know that reporters can be extremely helpful with a lawyer’s marketing activities. Most reporters are very honest. They are doing their…

Is it true that only extroverted attorneys can get clients?  Not true! The selling of legal services is often painful for lawyers. The two main reasons for the pain are a lack of sales training and a misunderstanding of business development. Obviously, business…

Lawyers and law firms love buying event tables and sponsorships. Well, maybe they do not love to buy tables but still do, nonetheless. Table sponsorships are bought for a variety of reasons. Sometimes, a table is bought to support a bar association event,…