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Legal Marketing & PR

Legal Business Development

Trends and techniques, updated every Wednesday

Post Frequency: 1.5/day

Last Entry: March 30, 2011 at 02:00:00

How to beat your competitors: The incremental advantage

Posted on September 24, 2008
To succeed at selling in any field, you need to be just a little bit better than your competition. The bad news is that other law firms are getting better at marketing, and hungrier. The good news is you don?t...

The down economy, Part 6: How bad is it?

Posted on September 17, 2008
Given the recent events at Lehman Brothers, Merrill Lynch, AIG, Fannie Mae, and Freddie Mac, the economy clearly has problems. But what does it mean for your practice? I?ve been giving talks about the down economy at law firms for...

The down economy, Part 5: Defensive marketing

Posted on September 10, 2008
When lawyers talk to me about marketing, they usually mean finding new clients. But most of them should be focusing first on defensive marketing: protecting the clients they already have. For one thing, there?s the economy. This series about the...

Women Rainmakers?What?s Different, What Isn?t? Part 2

Posted on September 03, 2008
This concludes the article I published in the August issue of Of Counsel, the Legal Practice and Management Report. Pillars of Success When discussing the success of the WEB program, and others like it, the question is raised: ?What?s different...

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Women Rainmakers?What?s Different, What Isn?t? Part 1

Posted on August 27, 2008
This is Part 1 of an article I published in the August issue of Of Counsel, the Legal Practice and Management Report Selling is all about building relationships, and as you may have noticed, the way that women relate to...

How to improve relationships with large clients, Part 2 of 2

Posted on August 20, 2008
Last week?s post described Harris E. Berenson?s ideas on how to develop a new relationship. After you get in the door, the focus should shift to maximizing and maintaining the relationship with open communication, realistic expectations, and a willingness to...

How to improve relationships with large clients, Part 1 of 2

Posted on August 13, 2008
Given the way the economy is going, this is a great time to improve client relationships. When Altman Weil surveyed 126 chief legal officers at large companies a few months ago, 48% said that they had fired at least one...

Train the Trainer webinar in September

Posted on August 12, 2008
A few months ago, I announced that we were offering the first public Train the Trainer Workshop in the legal marketing profession, to help experienced professionals coach lawyers more efficiently. But I just realized I've been so busy that I...

What are the top marketing priorities in a down economy? Part 4

Posted on August 06, 2008
Last week, I reproduced an article by Mark Usellis, CMO at Davis Wright, about how to get more marketing results in a down economy, even when budgets are flat. His answer was built around zero-based budgeting, which Wikipedia describes as...

What are the top marketing priorities in a down economy? Part 3 by Mark Usellis

Posted on July 30, 2008
I wrote Part 1 and Part 2 of this series a few months ago. Today?s Part 3 is a guest post by Mark Usellis, Director of Marketing & Business Development at Davis Wright. This post reproduces a piece Mark published...

How to improve legal business development coaching

Posted on July 23, 2008
If you coach lawyers on business development, you probably think you could do better. Everyone can. But how? Exactly what should you do to increase results? In other professions, trainers and coaches answer that question through train the trainer workshops...

One way to win friends and influence people: Don?t argue

Posted on July 16, 2008
I?m sure you?ve heard of the book How to Win Friends and Influence People. It was published in 1937 by Dale Carnegie, has sold over 15 million copies, been translated into 16 languages, and is still on Business Week?s latest...

The top ten ways for lawyers to increase client satisfaction

Posted on July 09, 2008
In the current economy, other lawyers will be coming after your clients. Every lawyer would therefore be well advised to increase client satisfaction and protect the relationships that ultimately pay your salary, bonus, and rent. You can?t make clients too...

How to get started developing new business

Posted on July 02, 2008
There are three major ways that lawyers can work to develop new business: With a coach With a group of lawyers Independently A coach will provide business development expertise, someone to bounce ideas off, and a regular schedule of meetings...

How to increase results by planning sales advances

Posted on July 02, 2008
Many lawyers increase results by adapting the concept of ?advances? from Neil Rackham?s system of SPIN Selling, based on the most systematic research ever conducted on the sales process. One basic idea from SPIN Selling is that if you measure...

Roundtable report on business development best practices, Part 2 of 2

Posted on June 25, 2008
Spending Several participants at the May meeting of the Boston Legal Business Development Roundtable expressed frustration at the types of things that lawyers want to spend marketing funds on, and the things they don?t. Lawyers sometimes use marketing department funds...

Roundtable report on business development best practices, Part 1 of 2

Posted on June 11, 2008
A few months ago, I wrote about the first meeting of the Boston Roundtable on Legal Business Development, a group of senior business development professionals from the largest firms in Boston. Our second meeting was held a few weeks ago...

Two webcasts on marketing in a down economy

Posted on June 10, 2008
On Wednesday June 18, I will present a National Law Journal Web Audio Conference with Tom Kane on ?The Top Five Ways to Increase Your Legal Marketing Results in a Down Economy.? This presentation is similar to the talk I?ve...

What are the top marketing priorities in a down economy? Part 2

Posted on June 04, 2008
In the six weeks since I posted Part 1 of this series, economists have issued a number of conflicting forecasts about how long and how deep the downturn will be. Similarly, lawyers seem split about what the economy means to...

Matt Sherman?s advice on client development programs

Posted on May 28, 2008
Note: This week?s post was written by Matt Sherman, Director of Marketing & Business Development at Welsh & Katz, a mid-sized intellectual property firm. I have never before posted an item written by someone else, but when I saw Matt?s...

Put it on your calendar: Build relationships

Posted on May 22, 2008
Every lawyer understands that developing new business is all about building relationships. But who?s got time? Clinton Swan, business development manager for Clyde & Co?s Middle East region, headquartered in Dubai, says that the answer is to plan a targeted...

Put it on your calendar: Build relationships

Posted on May 21, 2008
Every lawyer understands that developing new business is all about building relationships. But who?s got time? Clinton Swan, business development manager for Clyde & Co?s Middle East region headquartered in Dubai, says that the answer is to plan a targeted...

How to delegate

Posted on May 14, 2008
My blog is about legal business development. So why am I writing this week about how to delegate? Because if you delegate more legal work, you will have more time available for business development. I started thinking about this a...

What junior associates must know about marketing

Posted on May 07, 2008
It?s that time of year again. Law school graduates are reporting to their first jobs, and junior associates are moving up a level. Many have a vague idea that the legal profession is changing, and they should be doing more...

Self-test: How efficient are your business development tactics?

Posted on April 30, 2008
Note: This test is for partners and senior attorneys. Associates are different. Do you have a marketing To Do list? Can you name the top marketing tasks you need to accomplish? If you can consistently do that without ever writing...

What are the top marketing priorities in a down economy? Part 1

Posted on April 23, 2008
A few months ago, a number of influential legal bloggers wrote to warn of a coming legal downturn, including Gerry Riskin, Larry Bodine, and Pat Lamb. Well now the downturn is here, and the blog discussion is becoming more pointed:...

West Legalworks Webcast on April 29

Posted on April 22, 2008
Next Tuesday April 29 at 1 PM Eastern time, Arnie Herz and I will present a one hour webcast entitled ?Critical Relationship Building Skills for Lawyers.? It?s one of those topics that they probably should have covered in law school,...

Helping lawyers to focus on client needs

Posted on April 16, 2008
A shorter version of this piece appeared in the March/April issue of Law Firm Inc When Iris Jones was appointed Chief Business Development and Marketing Officer at Chadbourne & Parke last summer, one of her chief goals was ?to help...

The most important trends in legal business development (Part 5 of 5)

Posted on April 09, 2008
Value. At one level, everything comes back to price. But at a more fundamental level, the price that clients think is fair is based on their perception of value. Lawyers typically believe that the quality of their legal work is...

The most important trends in legal business development (Part 4 of 5)

Posted on April 02, 2008
Process. Very simply, general counsel are being held accountable by their management, and their management is being held accountable by shareholders. In this type of environment, it is professional suicide to award business to people simply because they take you...

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