Legal Marketing Play to Win

While you may not be able to control the economy, the legislature, regulations or trends, you may be able to stay one step ahead of them. That’s where the product life cycle comes in. If you understand the product life cycle, you may be able to ...

I’ve always liked the saying “If the only tool you have is a hammer, you tend to see every problem as a nail.” I think lawyers often make this mistake when approaching business development opportunities. Facing with pitches or presentations to ...

There was a time not that long ago when I counseled lawyers not to spend too much time writing and publishing articles. Back then, they were largely passive, short-lived marketing efforts. Today, however, as clients conduct their own internet ...

I recall a lawyer friend of mine telling me with excitement that he had been successful in setting up lunch with an assistant general counsel of a target company. Afterward, when I asked what he had accomplished, he said, “We had lunch.” My next ...

Lawyers have a lot of communication with their clients. But the vast majority of interaction tends to be related to specific matters — requesting some information, reporting on the status of a file, scheduling something, checking on a payment. ...

I’m often reminded of a situation that happened several years ago. I was sitting in a building lobby killing time before an appointment. In the lobby was a small coffee shop. The line was long — out the door. The dutiful employee was making ...

Lawyers have a lot of questions about how to develop new business. Once they start working with a client, however, the question often becomes, “How can I expand the business?” The simple fact is that clients want to work with lawyers ...

I’ve noticed that the best rainmakers usually have really good legal administrative assistants (LAAs), and these lawyers are generally very good at engaging their LAAs in activities to nurture existing client relationships and even develop new ones.

I read an article recently called “Marketing Yourself as an Expert: What Clients Look For.” According to the research presented, there are five key factors that clients associate with “visible experts”:

• They come highly recommended ...
  Sally J. Schmidt - October 6, 2016

Recently, I interviewed the partners at a law firm as part of a marketing assessment. I asked each of them whether there is any particular industry or type of client the firm should target for business. One of the lawyers said to me, “I don’t ...