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 sit on a shelf somewhere, never to get implemented. Here at ESQuisite,
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? The simple answer is math. There are only so many hours in
Cady Darago and Ed Miller of ESQuisite Marketing are proud to announce that they have been published in the summer edition of Network Magazine. The article, entitled The 3 “T’s” of Professional Services Marketing, discusses how lawyers, accountants, financial planners, engineers and other professional services providers can achieve marketing success. The entire article can be
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 a good strategy that works, sometimes it does not. Actually, I was
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,
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
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