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Category Archives: Prospecting for Clients

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Litigators: Prepare for Fixed Fees

Posted in Marketing Tips, Prospecting for Clients

When flat or fixed fees started to be bantered about in the last few years, partners in several of my firms said: “Won’t work for litigation, since it is too unpredictable.”  Well, welcome to the new world. A recent article by Catherine Ho that appeared on The Washington Post’s “Capital Business” raised the question about… Continue Reading

Law Firm Marketing is Like Politics … and Hunting!

Posted in Marketing Tips, Prospecting for Clients

How timely in this particular month that my old standby for marketing ideas would address the relationship between politics and marketing.  Larry Smith and Richard Levick in 365 Marketing Meditations: Daily Lessons for Marketing & Communications Professionals state in today’s meditation: “All marketing is even more local than politics. Marketing is one person at a… Continue Reading

Increase Your Chances Of Getting Unsolicited Referrals

Posted in Marketing Tips, Prospecting for Clients

You don’t have to be a rocket scientist to understand the importance of referrals to the legal marketing efforts of your law practice. Nonetheless, not all lawyers are comfortable asking for referrals from clients and other contacts. They just don’t want to come across as Lazarrus at the temple gate. Mike McLaughlin over at The Guerrilla… Continue Reading

Don’t Respond To Every RFP

Posted in Prospecting for Clients

Having just done a post on how to respond to request for proposals (RFP) by demonstrating your expertise, I quickly want to add that you shouldn’t respond to every RFP that comes your way. If only I had a nickel (okay, maybe a buck) for every proposal that I’ve been involved with that was a… Continue Reading