Law.com Subscribers SAVE 30%
Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.
Are You Falling Down on Following Up?
Of all the marketing initiatives that are critical for lawyers to commit to, the most basic and seemingly obvious is the 'sin' of omission ' the failure to follow up.
We have worked with lawyers who have invested innumerable hours and thousands of dollars chasing after new clients and prospects but have largely been unsuccessful in retentions because of a gap in their business development process: following up.
Do any of these example ring familiar:
- A very sociable corporate partner attended numerous networking events a month, engaged easily with others attending, handed out business cards, but rarely received calls or new clients as a result. Because of her frustration, she curtailed her networking activities and short-circuited this important business development action step.
- A New York labor and employment boutique law firm hosted an annual educational program which featured leaders in the field and attracted high level CFOs and HR professionals to the event. They received high marks on all aspects of the events but few, if any, calls from prospects. Members of the disappointed team deemed the effort a 'failure' and asserted that seminars don't 'work' to get new clients.
- The managing partner of a Connecticut firm received a referral from a trusted client who was searching for new counsel in this attorney's 'sweet spot' of legal practice. The partner attended a prospective client interview in which he thoroughly espoused all the ways his firm could save this prospect's firm significant amounts of money, given the specific legal issues at stake. Day after day, the managing partner didn't receive a call or email to discuss retention and getting started. Why did this prospect waste his time was the only thought the frustrated managing partner ruminated upon.
While each of these examples highlight effective marketing initiatives (targeted networking; educational seminars; in-person client interviews), they all share the same flawed result: lack of follow up and planning.
Watch for our next installment of how to enhance relationship cultivation by designing a formal follow-up protocol wherein your business development efforts align more efficiently with your business goals.
Of all the marketing initiatives that are critical for lawyers to commit to, the most basic and seemingly obvious is the 'sin' of omission ' the failure to follow up.
We have worked with lawyers who have invested innumerable hours and thousands of dollars chasing after new clients and prospects but have largely been unsuccessful in retentions because of a gap in their business development process: following up.
Do any of these example ring familiar:
- A very sociable corporate partner attended numerous networking events a month, engaged easily with others attending, handed out business cards, but rarely received calls or new clients as a result. Because of her frustration, she curtailed her networking activities and short-circuited this important business development action step.
- A
- The managing partner of a Connecticut firm received a referral from a trusted client who was searching for new counsel in this attorney's 'sweet spot' of legal practice. The partner attended a prospective client interview in which he thoroughly espoused all the ways his firm could save this prospect's firm significant amounts of money, given the specific legal issues at stake. Day after day, the managing partner didn't receive a call or email to discuss retention and getting started. Why did this prospect waste his time was the only thought the frustrated managing partner ruminated upon.
While each of these examples highlight effective marketing initiatives (targeted networking; educational seminars; in-person client interviews), they all share the same flawed result: lack of follow up and planning.
Watch for our next installment of how to enhance relationship cultivation by designing a formal follow-up protocol wherein your business development efforts align more efficiently with your business goals.
Strategy vs. Tactics: Two Sides of a Difficult Coin
With each successive large-scale cyber attack, it is slowly becoming clear that ransomware attacks are targeting the critical infrastructure of the most powerful country on the planet. Understanding the strategy, and tactics of our opponents, as well as the strategy and the tactics we implement as a response are vital to victory.
'Huguenot LLC v. Megalith Capital Group Fund I, L.P.': A Tutorial On Contract Liability for Real Estate Purchasers
In June 2024, the First Department decided Huguenot LLC v. Megalith Capital Group Fund I, L.P., which resolved a question of liability for a group of condominium apartment buyers and in so doing, touched on a wide range of issues about how contracts can obligate purchasers of real property.
The Article 8 Opt In
The Article 8 opt-in election adds an additional layer of complexity to the already labyrinthine rules governing perfection of security interests under the UCC. A lender that is unaware of the nuances created by the opt in (may find its security interest vulnerable to being primed by another party that has taken steps to perfect in a superior manner under the circumstances.
Major Differences In UK, U.S. Copyright Laws
This article highlights how copyright law in the United Kingdom differs from U.S. copyright law, and points out differences that may be crucial to entertainment and media businesses familiar with U.S law that are interested in operating in the United Kingdom or under UK law. The article also briefly addresses contrasts in UK and U.S. trademark law.