General Counsel To Lawyers: “Do You Understand AFAs?”

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

Earlier this week, I recapped one component of the General Counsel Panel at this year’s LSSO RainDance conference I attended. It focused on a request these General Counsel had, which was for lawyers to “know our business.”
Another theme that surfaced had to do with AFAs, or Alternative Fee Arrangements, often called Value Billing and a few other names depending on …

General Counsel: “Lawyers, Know My Business”

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Training in Client Service and Business Development/Sal Leave a Comment

Even though the rapid-fire GC Panel at last week’s LSSO Raindance Conference was filled with pages full of suggestions (some of the one-liners were priceless), there were a few recurring themes I can’t get out of my head.
We’ll start with just one of those themes today, but I will tackle more in the coming days.
If you look below, you can …

Social Media: Where Everybody Knows Your Name

Nancy Myrland All Posts, Business Development/Sales, Social Media 2 Comments

If one of the goals in your Marketing and Business Development Plan is to grow your practice, then it follows that you would then identify the strategies to accomplish that.
Typically, it’s broken down like this:

Goal: What I want or need to accomplish.
Strategy: How I intend to accomplish it.

Find And Be Found
Two strategies to accomplish that growth that are present in …

Lawyers: Content, The Digital Breadcrumbs You Need To Spread

Nancy Myrland All Posts, Business Development/Sales, Content Marketing, Social Media 4 Comments

In the legal profession, we tend to discuss Business Development a lot. It’s important.
It is, in its simplest terms, the process of developing new business, including the many steps that must be taken to attract the interest of potential clients, nurturing the interest they might have in us, developing a relationship with them along the way, finding ways to help …

C’mon! It’s Time To Put On Your Big Kid Pants Already!

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

I know. I really do. 
You’re just too busy to do this marketing stuff. That’s why you have “people.” They do it for you, right? I understand.
Oh, you don’t have people and you don’t have time? Great, now it’s really not going to get done.
We Have A Problem
No, wait, you have a problem.
When did you grow up to the point that …

IN MARKETING & BUSINESS DEVELOPMENT, IT ALL COUNTS

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

A version of this post was originally published in the Legal Marketing Association’s (LMA) Midwest Chapter publication, In The Loop.
We’re nearing the end of Q1, and about this time we are all beginning to think one of three things:

We wrote our marketing and business development plans, but we’ve been too busy to concentrate on them. {{sigh}}
Yet another year has slipped by without …

THE BEST CLIENT SALES PITCH IN THE WORLD

Nancy Myrland All Posts, Business Development/Sales 3 Comments

In firms everywhere, there are Tums being consumed in mass quantities because attorneys, business development personnel and marketers are nervously preparing for client sales pitches. There are thousands, and sometimes millions, of dollars at stake.
We hope we’ll be successful…

If only we say just the right thing
If only we give them the best brochure we have
If only we re-write our bio …

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 …

THE KEY TO SELLING IS…..

Nancy Myrland All Posts, Business Development/Sales, Marketing Strategy, Training in Client Service and Business Development/Sal 4 Comments



Many cringe when the topic of selling, or sales, comes up.
When told we are in the position of selling every day of our lives, its enough to make tummies turn upside down, but it’s true.
Whether you are an attorney whose livelihood depends, either now or in the future, on having another human being spend money for your services, or you …

Sales Is Not A Dirty Word

Nancy Myrland All Posts, Business Development/Sales 6 Comments

I’ve been working in legal, professional services, and other service-based marketing for a long time.
Nowhere is there a stigma against the term “selling” as strong as there is in legal and professional services.  It somehow feels dirty, slimy, something others do, but not me.
When I started my job as Director of Marketing for a law firm in 1997, it was …