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Top 5 Myths of Attorney Selling
March 30, 2012
MYTH #1: BUSINESS DEVELOPMENT AND LAW FIRM MARKETING ARE INTERCHANGEABLE TERMSLaw firm marketing is about being found, not chosen. How you get found is through publicity, media outreach, networking, collateral materials, conducting and attending workshops. These tactics are the eyes, ears and interests of your potential client.But first you have to locate the target — that's business development. Perhaps a more appropriate term for business development is “business generation,” which requires (dare I write it) sales training and closing skills.A few marketing professionals have the combination of skills. A few departments are structured to support their lawyers in all facets of marketing and landing new clients. Hopefully, more firms will “get it” and begin producing more revenue.
MYTH #1: BUSINESS DEVELOPMENT AND LAW FIRM MARKETING ARE INTERCHANGEABLE TERMSLaw firm marketing is about being found, not chosen. How you get found is through publicity, media outreach, networking, collateral materials, conducting and attending workshops. These tactics are the eyes, ears and interests of your potential client.But first you have to locate the target — that's business development. Perhaps a more appropriate term for business development is “business generation,” which requires (dare I write it) sales training and closing skills.A few marketing professionals have the combination of skills. A few departments are structured to support their lawyers in all facets of marketing and landing new clients. Hopefully, more firms will “get it” and begin producing more revenue.
New York's Latest Cybersecurity Commitment
On Aug. 9, 2023, Gov. Kathy Hochul introduced New York's inaugural comprehensive cybersecurity strategy. In sum, the plan aims to update government networks, bolster county-level digital defenses, and regulate critical infrastructure.
Law Firms are Reducing Redundant Real Estate by Bringing Support Services Back to the Office
A trend analysis of the benefits and challenges of bringing back administrative, word processing and billing services to law offices.
Bit Parts
Summary Judgment Denied Defendant in Declaratory Action by Producer of To Kill a Mockingbird Broadway Play Seeking Amateur Theatrical Rights
Risks of “Baseball Arbitration” in Resolving Real Estate Disputes
“Baseball arbitration” refers to the process used in Major League Baseball in which if an eligible player's representative and the club ownership cannot reach a compensation agreement through negotiation, each party enters a final submission and during a formal hearing each side — player and management — presents its case and then the designated panel of arbitrators chooses one of the salary bids with no other result being allowed. This method has become increasingly popular even beyond the sport of baseball.