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

Tag Archives: client relations

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

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

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

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

Do Your Clients “Love” You?

Posted in Client Communications, Marketing Tips

If I had a penny for every time lawyers have said “my clients love me,” I’d be….well you know. The problem is that often lawyers do not understand. They assume, based on their continuing to receive work and not having heard about serious concerns, that everything is hunky-dory. Richard Levick at Levick communications in a post on… Continue Reading

Who Gives a Darn If Clients Are Satisfied?

Posted in Client Communications, Marketing Tips

Apparently not too many firms according to an online “Leadership Matters” survey (a collaboration of TheRemsenGroup and Sterling Strategies) reported on the Managing Partner Forum this week. The survey sought data on individual lawyer contributions to their firms in the areas of financials, client satisfaction, people development, and firm processes/procedures. What particularly caught my attention… Continue Reading

Client Communications are Still Critical to Marketing

Posted in Client Communications, Marketing Tips

There are many ways lawyers communicate with clients. Whether subtly or otherwise, they do so through their actions, as well as inactions. And either way, these “communications” (or lack thereof), all have a direct impact on the firm’s marketing success. Brian Callan, a practice management advisor with AbacusLaw, sent an email article, with a play… Continue Reading