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Marketing and Business Development

Three Things to Do When There’s Not Enough Work

By Theda C. Snyder

A lot of lawyers have complained on sites like Fishbowl that there’s not enough work.

Stop grumbling, and do some forward-thinking. Here are three immediate-impact marketing ideas to fill your time and generate business tomorrow, if not today.

1. LinkedIn

Spruce up your LinkedIn profile to include keywords in your headline, the nutshell description searchers see in their results.

Have you personalized the background behind your headshot on your profile or does it still show constellations in a blue sky? Don’t waste that space. Use it for your firm’s logo or some image that evokes your practice area. The image should be wider than high to fit the space.

2. Existing Work Product

Turn the last memo you wrote into an article. Strip the article of any data that identifies the case.

How fast do you want people to see the finished product? You can put the article on your firm’s website as a resource, news or a blog post as soon as it’s finished. Once your article is on your website, post a link to it on all the social media platforms you’re on. If you can’t post on the firm website because it’s not set up for it or you would have to jump through a lot of hoops, post your article to your LinkedIn profile. Make sure you get all the necessary in-house permissions to do so.

Alternatively, you can pitch your article to your bar association or the editors of a specialty publication for your practice area or industry.

3. The Human Touch

If you have a relationship with a client and can do so without stepping on toes, call that person just to touch base and make sure that person is doing OK.  Start with something like, “Hi, client. Just touching base in a totally non-billable way to see how you’re weathering the quarantine.” If you get voicemail, add, “If you get a chance, give me a call just to catch up. Hope you and your family are all doing well.”

One or two calls a day are a great way to remind people you’re there for them.

Better Than Twiddling Your Thumbs

Diving into at least one marketing activity a day is a great way to fight off lethargy and generate work. It also helps if you are required to meet a billable hour goal.

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Theda C. Snyder

Theda “Teddy” Snyder mediates civil disputes, workers’ compensation and insurance coverage cases, including COVID-19 related coverage disputes, in person or by video. Teddy has practiced in a variety of settings and frequently speaks and writes about settlements and the business of law. She was a Fellow of the College of Law Practice Management and is the author of four ABA books, including “Women Rainmakers’ Best Marketing Tips, 3rd Edition” as well as “Personal Injury Case Evaluation” available on Amazon.com. Based in Los Angeles, Teddy can be found at SnyderMediations.com and on Twitter @SnyderMediation.

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