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 a major company. Apparently, they had a meeting that “went very well.”
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 and are respected by their peers. The Joes I know are thoughtful,
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.
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
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
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 ideas, how can a busy lawyer? We have worked with literally hundreds
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 is essential that you know who can send you business. Build your
Do you have a unique lawyer personal brand? 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 meaning behind the brand.