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Legal Marketing Blog A blog dedicated to lawyer marketing in any size law firm

Category Archives: Client Communications

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Does “Market of One” Approach Make Sense?

Posted in Client Communications, Marketing Tips

Ran across The BTI Consulting Group’s concept of “Targeting Clients with a Market of One Approach.” Their “market-of-one” approach does not mean you only market to one client.  Obviously, starvation would quickly follow. What they mean is that instead of focusing your marketing on your firm/practice area or concentrating on a geographical area, you should… Continue Reading

Want More Business? Manage Client Relationships Better

Posted in Client Communications, Marketing Tips

If any lawyer does not understand how important client relationships are they need to find another line of work. In this month’s issue of Edge International’s Communiqué there is an article by Shirley Anne Fortina that points out how important strategic CRM is to business development. She states “Client relationship management should be your number one business… Continue Reading

People Skills are as Important as Legal Skills

Posted in Client Communications, Marketing Tips, Prospecting for Clients

Put another way, how a lawyer services his/her client can be the most important factor in terms of ongoing client relationships. Most clients place a very high value on quality legal services. I am not referring here to the outcome of a legal matter, although that certainly is important. But considering how many talented lawyers… Continue Reading

Send a Thanksgiving Day Card!

Posted in Client Communications, Marketing Tips

It isn’t too late to send a Thanksgiving Day card, at least to key clients.  Why?  As I have commented before, it has several benefits: Avoids religious connotations for those sensitive about such things; You beat the holiday crowd; Don’t get lost in said crowd; and Most importantly, you can, in a truly meaningful way,… Continue Reading

Develop the Clients and Practices You Enjoy!

Posted in Client Communications, Marketing Plans, Marketing Tips, Prospecting for Clients

Lawyers should do the kind to work they enjoy and for the clients they like. Duh, you may say, thinking that that is a simplistic and obvious statement.  Not so fast.   That may be the ideal, but not often accomplished. According to David Maister in his famous book True Professionalism (pages 23-24) he found in… Continue Reading

What the Heck Does “Adding Value“ by Lawyers Really Mean?

Posted in Client Communications, Marketing Tips

There’s a lot of talk these days about lawyers adding more value to their client representation. Particularly because of competition, client demands, and the state of the legal industry, adding value REALLY is important. Just providing a legal product is not enough.  But it begs the question what adding value really means. Jim Calloway, director… Continue Reading

Client Letter to New Outside Counsel – Part II

Posted in Client Communications, Legal Fees, Marketing Team, Marketing Tips

Last week I wrote about the fictitious client letter sent to the recently retained outside law firm, wherein the general counsel sets forth his expectations.  As noted in that post, the “letter” was brought to us by Bob Denney in one of his Legal Communiqués. ’s Legal Communique, wherein the law firm is admonished/warned about… Continue Reading

Visit Clients, Period!

Posted in Client Communications, Marketing Tips

Whenever I get writers block, I like to look at my old standby source of inspiration, 365 Marketing Meditations: Daily Lessons For Marketing & Communications Professionals authored by my friend Larry Smith and Richard Levick at Levick Strategic Communications. As I have preached, preached, and yes preached some more over the past 10 years, the… Continue Reading

How to Seek Client Feedback

Posted in Client Communications

Well, 2015 is almost here. Time to plan your business development strategies for the coming year. One simple one (albeit a feared one by some lawyers), involves seeking feedback from clients to ensure (or improve) the quality of legal services provided. No one needs to be reminded of how tough and competitive the legal marketplace… Continue Reading