I can’t tell you how many lawyers tell me that they would like to work on business development… but they don’t have time. I don’t buy it! When they say they don’t have time, what they are really saying is they don’t have the commitment. And they are saying they don’t have time… without knowing
Business Development
Legal Business Development: Is it Time to Re-brand?
By Paula Black on
Posted in Branding and Positioning
Effective business development requires several elements working together cohesively, and one of them is a strong brand. Last week I was working with a client on the question… is it time to re-brand? How do you know? It will be obvious when you know the competitive landscape.
I believe a good first step is to…
Legal Business Development: When You Have Lost The Fire
By Paula Black on
Posted in Inspired Thought
I had lunch with a lawyer the other day and she was lamenting the fact that she has lost the fire in her belly. She said "I have no passion and creativity in me anymore… it’s GONE". I have to tell you that this comment made me so sad, because the thought of living without…
Legal Business Development: It’s All About Relationships
By Paula Black on
Posted in Building Relationships
This week I participated in a networking event at the University of Miami School of Law. They called it "Know-How to Network" and invited eight lawyers, a Judge and me to mingle with an intimate group of 20 students at a cocktail party designed to give the students an opportunity to experience a networking event first…
Legal Marketing: Do You Have Raving Fans
By Paula Black on
Posted in Building Relationships, Business Development
Today I was talking to my friend and colleague Aviva Cuyler at JD Supra, we are collaborating on several projects. Why? Because I think they are outstanding at what they do. I think my clients can achieve great business development results by using them AND they are a pleasure to work with. If I sound…
Legal Marketing: Is Your Message Clear?
By Paula Black on
Posted in Business Development
As lawyers your stock in trade is the written word… in the eyes of the law. That is your training. However when it comes to marketing and business development it doesn’t always come so easily. We have to view the information from the point of view of the audience. When I do it I close…
Marketing vs. Business Development
By Paula Black on
Posted in Business Development
Today someone asked me if my seminar was going to be on marketing or business development and I thought how odd to make the distinction. To me marketing IS business development. Yes, there may be those among you that would say marketing is running an ad or sending a newsletter and business development is giving…
Attorney Marketing: What’s Your Plan?
By Paula Black on
Posted in Developing A Strategic Plan
This week begins the mad rush that takes hold just before the end of the year. But between the holiday parties and family dinners there’s still work to do. In fact, the marketing and business development planning that you do in the next few weeks can set the tone for 2011 and beyond. That’s why…
Law Marketing Ideas And Advice: Let’s Talk Newsletters.
By Paula Black on
Posted in Branding and Positioning, Business Development
I’ve never been a big advocate of the newsletter when it comes to law firms (digital or paper). Why? Because in reality, most firms don’t have the time to truly focus on making it a useful marketing and business development tool. Instead, they simply throw together some content and send it out to their mailing…
Ideas And Advice: Risk And Reward
By Paula Black on
Posted in Business Development, Inspired Thought
Taking risks is always an integral part of achieving great success. Whether it’s narrowing your client base or simply re-branding your firm, doing something new can often be a little scary. One of the things I’ve found to cause the most anxiety in my attorneys when it comes to marketing and business development risks is…