Navigating the Turbulent Waters in an Evolving Legal Marketplace
From the Archives
Ran across The BTI Consulting Group’s concept of “Targeting Clients with a Market of One Approach.” Their “market-of-one” approach does not mean you only market to one client. Obviously, starvation would quickly follow.
This is also commonly referred to as client-centric marketing and business development.
They mean that instead of focusing your…
This article originally appeared on Forbes.com.
What do you think the No. 1 factor is in determining whether or not a customer returns to a restaurant? Most people might say the food. If the food’s great, they’ll be back. But that’s not usually the case.
Service tends to be the leading factor. After all, poor…
Are you having marketing meetings? Talk is cheap. Buy-in and action is key. Thinking and planning is the easy part for lawyers. Implementation is not. Too often it is where the plan falls apart. Remember that discussions, meetings, and planning are only the start. The key is taking ACTION. The big question… What actions should…
Okay, okay. I know what you’re thinking. Isn’t marketing by definition proactive? Well, I’m thinking about a slightly different twist. It involves anticipating future problems that a client may encounter and discussing them with them in advance before they ask somebody else.
A couple of days ago The BTI Consulting Group published the results…
From the very beginning of this blog, I have urged lawyers to visit their clients (off the clock) at their place of business (also referred to as their “problem space”). It often results in immediate new business. It worked for me, and many attorneys I’ve coached over the years said it worked for them.
That…
With the crush of year-end and the busyness of the holidays, I decided to post an encore of a
holiday post I did on December 18, 2007 on reaching out to clients and referral sources by telephone (at least) during the holidays. Personal attention is better than (but not to the exclusion of) holiday cards.
Ran across The BTI Consulting Group’s concept of “Targeting Clients with a Market of One Approach.” Their “market-of-one” approach does not mean you only market to one client. Obviously, starvation would quickly follow.
What they mean is that instead of focusing your marketing on your firm/practice area or concentrating on a geographical area, you should…
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…
Recently, I mentioned the latest book by The BTI Consulting Group entitled The Mad Clientist’s ABCs of Client Service in a post about how it is okay to be “inactive” on summer vacation. After taking a look at BTI’s blog post about the book and the other letters of the alphabet (with their pithy suggestions…
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…
