Legal Marketing Play to Win

When coaching attorneys, I ask them to identify their biggest marketing and business development challenges. Their issues run the gamut from not enjoying cocktail parties to recently having relocated. Some of the issues they name are legitimate ...

There are a lot of theories about what it takes to bring in business. One I always like to mention to lawyers is that it takes 10 to 15 good contacts to produce one client. Why so many? Because most of your contacts will not turn into clients.

Some lawyers still think a brand is a logo, the firm name or a tagline. Others don’t see how branding applies to the legal profession at all. Even those who embrace the notion struggle mightily to get it right.

Many lawyers are uncomfortable discussing money with clients or prospects. Yet without a discussion about fees, it is unlikely you will get the business.

One of my favorite quotes is, “If you keep on doing what you've always done, you'll keep on getting what you've always got.” Although a bit inelegant, this phrase is particularly apt with respect to marketing and business development.

Lawyers often need to use persuasive skills in their work — convincing a judge or jury with an argument, persuading another party in a contract negotiation, convincing a client to pursue a realistic path. Yet when it comes to marketing, many ...

If you are like most lawyers, you have done little to organize or manage one of your most important business development assets — your contacts. Why is it so important to keep track of the people you know?

Recently, one of my clients attended a public utilities association meeting. It's an industry in which he has both a client and an interest. When I asked how things went, he marveled that there were no other lawyers in attendance (although there ...

Two coaching situations recently occurred in close proximity to each other and the contrast was striking. In the first, Attorney A, a partner, was interested in building a niche practice in an industry in which his largest client operates. We ...

Prior to working with a sixth-year associate recently, I reviewed her online profiles. After we had talked for an hour, I noted that her bio was a complete disconnect from her practice. While she originally had been assigned to the firm’s estate ...