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

Tag Archives: business development

Part II – Associate Marketing: Second Year Onward

Posted in Marketing Team, Marketing Tips, Prospecting for Clients

This is the second of two posts on associate marketing early in their career.  As I mentioned last time, I’ve addressed the topic in 2014; and friend and colleague Ross Fishman of Fishman Marketing has recently completed his treatise entitled The Ultimate Law Firm Associate’s Marketing Checklist. In this post, I’ll speak to some of… Continue Reading

Associate Marketing: First Years

Posted in Marketing Tips

This topic relating to marketing for new lawyers has been addressed previously on this blog. Recently, friend and colleague Ross Fishman of Fishman Marketing has completed a book entitled The Ultimate Law Firm Associate’s Marketing Checklist. Not surprisingly, Fishman has done a great job, and since he sent me an e-book version, I decided to… 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

Turning Associates into Rainmakers

Posted in Marketing Team, Marketing Tips

I’m a big fan of The BTI Consulting Group and their The Mad Clientist blog. Recently, they had a post that discussed turning first year associates into bionic associates; and accordingly make them more productive. They lost me on this one, because the thrust of their message was to teach these associates essential skills such… Continue Reading

Cross-Selling:  A Goal, but Very Difficult

Posted in Marketing Team, Marketing Tips

Why is it difficult? First, because many corporate clients do not want to put all their eggs on one basket.  For political, financial and/or relationship reasons they want to spread the work around.  Sure, a number of major corporations are reducing the number of outside law firms.  Often doing so to better manage administrative headaches…. 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

Meet and Greet Tips

Posted in Marketing Tips, Prospecting for Clients

Networking is no less dreaded by many lawyers than it has always been. But, it doesn’t have to be.  Hopefully, a few of my 40-plus posts on this blog about networking over the past 11 years will be useful. A few of which I have highlighted below.  They may prove of interest to those who may… Continue Reading

Is the Lack of Cross-Selling Your Fault?

Posted in Marketing Tips

Are you to blame for the failure of your partners to cross-sell you to their client contacts? Not necessarily, but you could be part of the problem. Clients select lawyers they know, like and trust. Referral sources, including your partners, send you clients for the same reason. Since they know, like and trust you, they… Continue Reading

The Best Advertising Is Free

Posted in Marketing Tips, Prospecting for Clients

It’s called publicity. When you or your firm gets mentioned in the media, and better if you are quoted, it’s instant credibility. And it’s FREE (unless you hire a PR agency to help) Regular advertising is less effective IMHO because you are writing the copy and, of course, it is self-serving. Further it costs you… Continue Reading

I Should Ask for Referrals and Testimonials? You’re Kidding, Right??

Posted in Marketing Tips, Prospecting for Clients

I’m not. However, I realize that many lawyers are uncomfortable – actually many people are – asking for referrals. It gets worse when one suggests that lawyers should ask for testimonials. Both are important for business development however. It’s instant credibility. If a client or former client or even just a contact suggests that someone… 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

Not Listed in the “Fantabulous Lawyer Directory”?

Posted in Marketing Tips, Prospecting for Clients

Oh my goodness!  How unfortunate. You obviously must not be a very good lawyer.  Or just maybe you were smart enough to fend off the snake-oil-directory salesperson.  Sure, some unsophisticated clients may be impressed with your being in the “Best”, “Top”, “Prominent”, “Super”, etc. lawyer directory.  Most clients, particularly corporate clients, don’t care, period.  They… Continue Reading