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MYTH #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY. Your firm's client retention depends on regularly identifying their needs, concerns and pressures. But client needs are a moving target. The time you spend listening and attending to complaints could be the difference between keeping a client and losing them to another, more attractive firm. More corporate counsel and agencies are terminating long term relationships with law firms. Depending upon which report…
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When you are starting a new practice it is essential that you first have a viable Business Plan in place. Even if your firm has been up and running for years, a fresh look back to business plan basics can help your bottom line tremendously.
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Legal Brand Journalism' is the mechanism that allows thought leadership to happen. Here's what it is and how it works.
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Law firms have a problem. Their clients compare them with their accountants and consultants ' how they gather and share knowledge, how they set prices, how they manage projects ' and wonder why they lag.
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Law firm marketing is about being found, not chosen. How you get found is through publicity, media outreach, networking, collateral materials, conducting and attending workshops.
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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. 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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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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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. 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…