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Marketing the Law FirmFeaturesLaw Firm Marketing and Business Development

Marketing Analytics: More Is Not Always Best

By Penny Paul and Susan Peters
March 01, 2021

For a long time, law firms considered public relations and marketing for law firms — if at all — to bring only "soft benefits" to business development. Consultants would talk about "word-of-mouth," "raising one's profile," and "touchpoints" to justify the costs involved with either in-house or outsourced staff focused solely on securing placements in publications, spots on panels, or broadcast interviews.

While some attorneys enjoyed the spotlight, others griped that their billable hours were better spent on existing clients or at least on tangible, attainable prospects over lunches than through outreach to a vast audience that might never actually materialize into paying clientele.

Because of the difficulty in quantifying their value, PR and marketing professionals, both in-house and consultants, were frequently the first to be let go in times of cost cutting.  Their services were seen as luxuries:  great in boom times, but the first to get axed when billings fell and belts needed tightening.

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