Bruce W. Marcus
There's an old saw, in the public relations business, about what you say to a new client for whom you haven't delivered what he or she expected in the first month of the contract. 'It's in the pipeline,' we used to say. It meant that we'd spent that first month understanding the firm and its story, developing the press material, planning the strategy and making presentations to the media. The groundwork. And in the second month, presumably, it would all come to fruition.
LEGAL SALES TRAINING - Last year's Closers Group survey of law firm attorneys and marketing professionals found that "closing skills" was most often cited as missing from attorney sales training. If you are going to "get 'em out there," closing must be taught and practiced. Throughout the business development continuum, law firms often find a key component missing -- the lawyers themselves, whose expertise ought to be (but isn't always) driving the sales process. In the…
Features
ALM Staff
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Law Journal Newsletters
Who's doing what; who's going where.
Features
Judy Rakowsky
At a time of great debate on traditional versus social media and the best means of contacting prospective clients, it is worth examining the essentials of successfully pitching a reporter on your law firm's news.
Features
J. Mark Santiago
Over the years, the author has observed many common mistakes that law firm management makes, and he now identifies the five most common ones so that they may be recognized and avoided.
Features
Kendyl Hanks
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Craig Unterberg
For most new partners, marketing requires a commitment to effectuate a deliberate plan over multiple years. Build on your skills and prior experiences and develop a niche ' something unique to offer clients and referral sources.
Features
Debra Forman
Why women attorneys should participate fully in digital networking.
Features
William J. Dunaway
Hurricanes have consistently devastated Northwest Florida and the surrounding areas, destroying offices, businesses, homes and more. Consequently, my firm, Clark, Partington, Hart, Larry, Bond & Stackhouse, learned some important lessons and turned its attention to technology that would protect clients' information and facilitate workflow at the same time.
Features
Audrey Rubin
New law offices are opening every day: Some are opening because large firm partners are departing to start their own smaller firms; some because junior lawyers can't find work in established firms; some when firms expand to a new city; and some aren't traditional offices at all ' they're home or remote offices that, although for one or two people, have technology and connectivity issues nonetheless.
Bruce W. Marcus
From major corporations, and both small and large public relations firms, comes a stream of so-called releases and other material that's so inept, and so primitive, that you must ultimately realize that those who do it right must have a vast array of skills, talents and imaginative energy. It must be difficult, because how could it be simple when so many people do it wrong? And of course, the client pays the high price of doing it wrong.
