Lawyers: You’re Not The Only Thing On Your Clients’ Plates

Nancy Myrland All Posts, Business Development/Sales Leave a Comment

Do you regularly reach out to the people you want to do business with?
Why not?

Are you worried they won’t accept your advances?
Are you afraid of looking or acting silly?
Do you not want to be a bother because you know how busy they are?
Are you not sure what to say to them?

Just remember that when it comes to making an impression …


Nancy Myrland All Posts, Marketing Strategy 4 Comments

I have them.
You have them.
Those nagging items on your marketing and business development T0-Do list that you know you should have accomplished this year.
Perhaps you didn’t get to them because:

You were just too busy.
You didn’t know where to start.
You had too many choices, and became overwhelmed.
You were afraid of failing.
You didn’t want to hear “no.”
You let administrative tasks get in the way.
It …


Nancy Myrland Marketing Strategy 1 Comment

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Stick with me.  This makes sense.  I promise!
First, let’s look at what happens when we decide to get fit.
If we are serious:

We decide fad diets, and yo-yo, up-and-down behavior aren’t getting us anywhere.  In fact, they might be making us unfit.
We might decide there’s something that just ISN’T happening, but we know it needs to.
We might decide there’s something …


Nancy Myrland All Posts, Marketing Strategy 14 Comments

Ah, the 4th quarter.
It’s that time of year when the following questions pop up in listserves, conferences, partner and staff meetings, and everywhere else firms discuss marketing budgets.
What percent of revenue are other firms spending for marketing?
How about business development?
Then the big hunt begins.  Marketers are asked to research these numbers to find out what the norm is in the …


Nancy Myrland All Posts, Marketing Strategy 4 Comments

Yesterday I was part of a discussion about how to market a new service a company was thinking about launching.  One of the participants commented:
“We have one chance to market this new service to our target audience.”
Those who know me know that comment got my wheels turning.  I then shared the following:
“I have a different perspective on that.  I think …

The Old-Fashioned Way … They Earn It

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Networking, Social Media, Training in Client Service and Business Development/Sal 12 Comments

Some of you might remember the 1970s Smith Barney commercial starring the famous actor and producer John Houseman. This line, which he delivered at the end of the commercial, will be remembered for generations to come, not only because of his brilliant delivery but also because of the profound message it carried:
“How do they make money? The old-fashioned way…they earn it.”
This line …


Nancy Myrland All Posts, Business Development/Sales, Career Development & Education, Client Service and Retention, Training in Client Service and Business Development/Sal 2 Comments

Someone from a well-known service provider left a voicemail message for me yesterday afternoon, telling me I had signed up for their webinar, and was not able to make it, so he was…
“…calling to follow up to see what your interest was as far as social media……”
To encourage discussion, I posted a comment about this on Twitter, LinkedIn and Facebook, suggesting …

It’s Time To Teach Marketing & Sales In Law School

Nancy Myrland All Posts, Business Development/Sales, Training in Client Service and Business Development/Sal 10 Comments

Bentley Tolk, well-known lawyer and legal marketing expert, wrote an article on his blog last night titled Will Law School Ever Teach Marketing For Law Firms?
In his comments section, I shared my thoughts with Bentley that yes, marketing and sales/business development should definitely be taught, and that another legal marketer, Nancy Roberts Linder, has written and taught marketing in law schools.
Marketing …

Back To Basics In A Down Economy

Nancy Myrland All Posts, Business Development/Sales, Client Satisfaction Interviews Leave a Comment

I had the distinct pleasure of attending the 23rd Annual LMA, Legal Marketing Association, conference last Tuesday through Saturday.  To say the least, those who were able to attend this year were focused, passionate and engaged.  I loved being around that much energy and dedication because I feed off of it, and find I am better because of it!
Based on …