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Marketing's Role in the Legal Industry's Pricing Revolution
It's hard to imagine a more perfect opportunity for legal marketing professionals to earn a seat at the leadership table than the pricing revolution happening today in our industry.
Myth #4: CLIENTS WANT SELLERS TO DO MOST OF THE TALKING
MYTH #4 - CLIENTS WANT SELLERS TO DO MOST OF THE TALKING. Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule - keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly. In survey after survey…
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Outsourcing in the New Legal Model
There's a new legal model in town ' ushered in by a new era of law firm client ' requiring firms to streamline operations and capture cost efficiencies at every level while also maintaining the high quality of services on which their reputations are staked.
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The Future of the Profession Lies in Its Past
If the firm of the future is to compete successfully, the role of the professional is to be aware of the need for thoughtful and professional competition, and to be educated in the skills of competitive marketing.
TOP 5 MYTHS OF ATTORNEY SELLING - Part III.
TOP 5 MYTHS OF ATTORNEY SELLING - PART III. Myth # 3 - When it comes to marketing, "One size fits all." News flash: One size never fits all. Marketing should be tailored according to personality, needs of the firm and those of the client. One tactic that works for one attorney won't necessarilly work for another. Tailored business development, sales training and closing skills will land you the client every time. A wide range of strategies are…
SING ME A SONNET
When everybody who holds any kind of a responsible job there is making more money than any of them ever dreamed they would, and when they're in an industry in which every competitor would pay anything to hire them away, how do you motivate people? How do you get them to stay, and to produce at the high levels demanded by high tech companies?
Features
The Evolving Minimal Technology Footprint
The key to a successful LPM and AFA approach, I feel, lies within client integration, and hence embracing the economics of ubiquity as alluded to above. In the information age, information and associated outputs are abundant, but how do we best organize, manage and share meaningful interactions and deliverables seamlessly with our clients?
Features
Professional Development: Interacting with Prospects and Clients
Pay attention to your prospects' and clients' communications and behavioral clues. They will help you to better connect with them. Here's how to do it.
Features
Marketing Tech: Does Your LinkedIn Profile Play by the Rules?
Rules governing lawyers with respect to client relationships, specifically advertising and solicitation, vary from state-to-state. The use of social media is governed by these rules as well. Are you compliant?
Features
Asking Prospective Employees for Social Media Credentials
This article addresses legal concerns in accessing a prospective employee's social media information.
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