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 strategic approach to business development. Without knowing your ideal client, how can
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 most difficult thing for many lawyers is finding time for business development.
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, to be successful you will eventually need to know how to (1)
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 practices, firm culture, procedures, policies, processes, and so forth. While these mentoring
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 your colleagues, and you Cross-marketing = promoting your colleagues, and you Rainmaker
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 a seminars if you work – pre-plan, prepare for the seminar, and
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. Rather, they are only committed to the cause. Consequently, they miss a
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 power or clients to the next generation. In talking with law firm
We know that attorneys did not go to law school to become “sales people.” 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 not go to law school to be salespeople. For if they
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, okay? Thanks. For those of you who do read blogs and engage