Blog

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, they sit…

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…

We have helped many lawyers build niche legal practices. 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 example, you…

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…

Some law firms have formal mentoring 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 practices,…

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 who are involved in charitable activities do not…

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…