In our product-oriented culture, people are encouraged to define and exploit their “personal brand.” I have always resisted the idea that individuals should come up with a self-definition that parallels Disney or Apple. Both people and careers are much more complex and fluid than that. You do, however, still need to articulate the attributes and characteristics — not to mention skills — that make you stand out from the crowd and offer value to a client. Developing your personal value proposition is an alternative way to make a case for yourself that doesn’t have to include a logo. It requires introspection plus the ability to articulate that value to a prospective client.
August 2, 2016 0 1Every group of listeners is a multi-eyed monster that a speaker must confront, eyeball to eyeball.
Originally published August 1, 2016Okay, I'll say it and get it out of the way: "A picture's worth a thousand words." Trite as the aphorism may seem, it has been proven true time after time that a good solid image can be far more powerful than any block of text. Why do the most powerful speeches feature slides with absolutely no words — only images?
Originally published July 29, 2016Recently, 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 understand that concept. It doesn’t matter to us what the client is doing or selling; we can still provide our services.”
Originally published July 28, 2016A Curmudgeon's Perspective. The Attorney at Work compilation about time management and productivity ("A Matter of Time: Time Management and Productivity Tips for Lawyers") got me thinking about how lawyers are drawn to chasing new trends and technologies. It reminds me of my grandkids playing in the yard at dusk, when the fireflies come out. Soon, the kids are scrambling through the dark chasing, but seldom catching, those shiny, ephemeral glowbugs.
Originally published July 27, 2016A change has crept up on us in the past couple of years. Just when you were starting to roll your eyes back into their sockets at the talk of "the death of email," up popped expressions like "WhatsApp me that file" or "I just Vibered my brother back home." People are feverishly typing communications to others on their phones, tablets and laptops — and certainly not writing emails. Propriety restrains you from spying over their shoulders, but you see enough to notice the new phenomenon in communication: group messaging and chat. And businesses are not far behind. You can order food, get a doctor appointment or track the delivery of your package — all through group messaging.
July 26, 2016 0 0Nothing draws a smirk or an arched eyebrow in certain circles as quickly as mispronunciation of the brand name of an automobile. This faux pas is especially damning when entertaining clients in businesses related to the auto industry, but pitfalls are everywhere. Who knew that client’s passion was Formula One? As frequently noted in Get to the Point, as the well-spoken, literate attorney you are, you need to pronounce words correctly, even when those around you do not.
Originally published July 25, 2016Sometimes it’s the small things that make the biggest difference in life — and in business. From a customer service perspective, the little things can build loyalty more effectively than any advertising or marketing campaign. You may think the kind of customer service touch points common in retail or other service businesses don’t apply to the legal industry, but think again. Nobody who needs a lawyer’s services is probably very excited about it. You can score big points by making their experience with you and your firm simple, easy and even pleasant.
Originally published July 22, 2016One of my all-time favorite quotes is from Benjamin Franklin: “By failing to prepare, you are preparing to fail.” I mention this quote every time I speak, no matter the topic. Why? Because it applies to everything we do in life. With every task, project or matter you are working on, there is always a goal. If there wasn’t a goal, why would you be doing it?
Originally published July 21, 2016Clio’s built in credit card processing, Clio Payments, makes it easy for law firms to get paid. No other integrated payment system is easier to implement. Better still, Clio Payments is cheaper than any other payment solutions offered to law firms. When a law firm chooses Clio as their practice management software, they receive industry leading payment features including
Originally published July 21, 2016