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Category Archives: Marketing Tips

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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

Insights for Attending Conferences

Posted in Marketing Tips, Prospecting for Clients

What should you consider before deciding whether to attend a conference? The weather? Exotic location? Nah! Although one should not discard those entirely. But seriously, there are things you should consider before deciding whether to attend a conference. Roy Ginsberg has a helpful post on Attorney at Work today that may help you decide whether… Continue Reading

Marketing and Social Media Survey Results

Posted in Marketing Tips

Since we are in the personal services business, I remain skeptical of social media as an effective tool of legal marketing. Clients hire lawyers they know, like or trust (or are referred by someone they do). I think that social media is too impersonal, remote and time-consuming as a business development tool to cross that… Continue Reading

Still Uncertain About Attending LMA Conference?

Posted in Marketing Tips

As mentioned in an earlier post, the Legal Marketing Association Annual Conference will be held April 13-15 in San Diego and looks like it should be a good one.  A couple of free upcoming LMA webinars are designed to give you a taste of what the conference has to offer. The webinars are: 1.      Title:… Continue Reading

Time Is Running Out On LMA Early Bird Special

Posted in Marketing Tips

If you are interested in attending the 2015 Legal Marketing Association Annual Conference then get with the program, and register by this Friday, January 9, 2015. That’s when the early bird special rate ends. This year’s three-day main conference will be April 13-15 in beautiful San Diego, and looks like it will be a good… Continue Reading

How To Prove Your Firm Is Different

Posted in Marketing Tips, Prospecting for Clients

It amazes me that so many law firm websites say the same thing. Like we “are client focused”, “care about our clients”, “efficient”, “responsive”, “client’s interest comes first”, etc., etc.  Your firm may actually do and emphasize all these attributes. Problem is, how will prospects know that before hiring you. One way is to truly… Continue Reading

New Lawyers and Marketing

Posted in Marketing Tips

Now that all the recent grads and other bar exam takers are about to get their results, particularly those lawyers that will be in small firms or even solo, it is time to give thought to developing business. (Those going to BigLaw, don’t read any further, since those firms don’t want you to learn about… Continue Reading

How To Get New Business NOW!

Posted in Marketing Plans, Marketing Tips

I was intrigued by post I ran across on Attorney at Work in which several marketing consultants offered their views on what was advertised as the “the best way to get paying client work right NOW.” Although there were many good business development tips provided, I was disappointed somewhat because only one consultant, Gerry Riskin,… Continue Reading

Forget About Marketing Plans

Posted in Marketing Plans, Marketing Tips

It may not seem fair that lawyers must be both salespeople and producers of the legal product, but that is the nature of professional services.  More lawyers today buy into the need to contribute to their own survival.  Of course, they are the ones motivated to develop business.  Those who aren’t need only to have… Continue Reading

10 Ways to Get Your Business Development Efforts Working

Posted in Marketing Plans, Marketing Team, Marketing Tips, Prospecting for Clients

Read a post on the Cordell Parvin Blog about the reasons your client development efforts may not be working. I’ve heard lawyers complain over the years how they are doing “stuff,”, but nothing seems to happen. I’ll put a different twist on Parvin’s post by suggesting ten tips (using his thoughts) you can use to… Continue Reading