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A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint that uses tools like Myers Briggs and others; or from a business science viewpoint about various stages of relationship development, relationships matter and they take time to develop. Certainly, knowing one's style or preference is helpful, since that has an impact on others' styles and preferences. The relationship will either be a miss or a go. This article looks at a perspective on four stages of relationship-building, and provides some insight into each.
Just knowing people is not enough in today's competitive legal market. It may have worked 10 years ago, but not today. We often hear attorneys say, “She'll definitely call me if she ever has a legal need”; or, “I play golf with him every week, he will certainly call me if he needs help”; or, “I talk with this client a lot ' we have a number of active matters.” Assuming that a client or friend will know to pick up the phone and call you when a need arises is wishful thinking.
So what can one do to help drive the relationship from one step to another in the sales process? It is helpful to understand the current stage of your relationship with a contact. There are four basic stages, according to Robert Fisher, Associate Professor of Marketing, and the R.A. Barford Professor in Marketing Communications, at the Richard Ivey School of Business:
While much of Fisher's writing is related to consumer behaviors and the impact the Internet has had, the bridge to law firms and clients is fairly straightforward
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Defining commercial real estate asset class is essentially a property explaining how it identifies — not necessarily what its original intention was or what others think it ought to be. This article discusses, from a general issue-spot and contextual analysis perspective, how lawyers ought to think about specialized leasing formats and the regulatory backdrops that may inform what the documentation needs to contain for compliance purposes.
As courts and discovery experts debate whether hyperlinked content should be treated the same as traditional attachments, legal practitioners are grappling with the technical and legal complexities of collecting, analyzing and reviewing these documents in real-world cases.
How to Convey Your Merits In a Way That Earns Trust, Clients and Distinctions Just as no two individuals have the exact same face, no two lawyers practice in their respective fields or serve clients in the exact same way. Think of this as a "Unique Value Proposition." Internal consideration about what you uniquely bring to your clients, colleagues, firm and industry can provide untold benefits for your law practice.
The ever-evolving digital marketing landscape, coupled with the industry-wide adoption of programmatic advertising, poses a significant threat to the effectiveness and integrity of digital advertising campaigns. This article explores various risks to digital advertising from pixel stuffing and ad stacking to domain spoofing and bots. It will also explore what should be done to ensure ad fraud protection and improve effectiveness.
This article offers practical insights and best practices to navigate the path from roadmap to rainmaking, ensuring your business development efforts are not just sporadic bursts of activity, but an integrated part of your daily success.