Your marketing strategy is the key to growing your law firm. If your marketing strategy is stale (or non-existent) you’re not going to fuel the growth you’re hoping for. On the other hand, an effective marketing strategy will help you bring in new clients, generate more referrals, and even help you justify higher rates. In
client relations
Visit Your Clients ASAP
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…
Networking During the Holidays
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.
Does “Market of One” Approach Make Sense?
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…
Want More Business? Manage Client Relationships Better
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…
Tips A-to-Z to Increase Client Service
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…
Vacation Resolution: Fire That Difficult Client…or Not!
Now that you are back from vacation, refreshed, focused and feisty; it is time to consider firing that bad client. There are any number of reasons to fire a client. Annoying, always complaining about fees and opinions, slow paying, disrespectful, argumentative, etc. Ran across a post today on CPATrendlines entitled “How to Fire a Client,”…
Cross-Selling: A Goal, but Very Difficult
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.…
Ten Commandments of Client Service – Part II
As mentioned last time, one in-house counsel on the InHouseBlog posted his ten commandments applicable to outside firms when providing legal services to his company. And I suggested that his rules could come just as well from individual clients or entities without an attorney on staff. In the interest of brevity, I only covered five…
Plan for the Worst
When it comes to marketing and business development, plan to lose. HUH, you may say.
Stay with me.
Hope to win, but don’t assume that you will get the next engagement – either from an existing client or from a prospect. With the competitive nature of our industry (yes, law services is an industry, despite…