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, …
Social Media: Where Everybody Knows Your Name
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 …
Lawyers: Content, The Digital Breadcrumbs You Need To Spread
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 …
Lawyers, Are You Treating Your Practice Like A Business?
I understand. You’re just too busy to do this marketing stuff. You have “people” who do that for you, right? Oh, wait, 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 (Tough Love Alert) No, wait. You have a problem. I can help you through this problem, …
IN MARKETING & BUSINESS DEVELOPMENT, IT ALL COUNTS
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 …
THE BEST CLIENT SALES PITCH IN THE WORLD
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 …
Lawyers: You’re Not The Only Thing On Your Clients’ Plates
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 …
The Key To Selling Is…
Many cringe when the topic of selling, or sales, comes up. If I told you that you are in the position of selling every day of your life, does that make your stomach turn? It’s true. Everyone Is A Salesperson Whether you are an attorney whose livelihood depends, either now or in the future, on having another human being spend …
Sales Is Not A Dirty Word
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, and slimy, something others do, but not me. When I started my job as Director of Marketing for a law firm in …
The Old-Fashioned Way … They Earn It
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.” …