Well run and successful law firms in my experience always seemed to have a good marketing sense. Even in the days before the “M” word came into vogue, these firms had a rainmaker (usually a founding partner) or two good at bringing in business. As the legal industry became more competitive, more firms have recognized
client relations
Increase Value by Making Clients’ E-mail Lives Easier
We hear a lot today about how law firms must add more value to their client services in light of the competitive nature of our industry. Value-added services might include recognizing the value of a client’s time in reading emails. It may be a simple thing and on first thought not significant in adding value.…
Share Bad News with the Client ASAP
A post on Attorney at Work by Wendy Werner suggesting ways to share bad news within the office about a member of the firm or about the firm itself, got me thinking about how important it is to share bad news with a client at the earliest opportunity.
It should be self-evident that clients –…
What the Heck Does “Adding Value“ by Lawyers Really Mean?
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.
Client Letter to New Outside Counsel – Part II
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…
Client Letter to New Outside Counsel – Part I
Ran across a fictitious letter written by a fictitious general counsel to a fictitious law firm he just retained. The letter sets forth his expectations for the new firm; and was crafted by Bob Denney of Robert Denney Associates as one of his famous Legal Communiqués. Although it is nearly a year old, it…
Visit Clients, Period!
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…
How to Seek Client Feedback
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…
I’m a Good Listener… What Did You Say?
Actually, I’m not a good listener or at least not as good as I should be. Bad listening isn’t just a malady of lawyers, as it is a common ailment suffered by many, many homo sapiens. With that said, a post by Annie Little on Attorney at Work points a finger at lawyers when discussing…
How To Get New Business NOW!
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…