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The Red Zone

LAW FIRM MERGERS - WHO SHOULD CARE?

By Allan Colman, CEO, the Closers Group: acolman@closersgroup.com

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LAW FIRM MERGERS - WHO SHOULD CARE? - We begin a new series on why most underachieving law firm mergers share one fundamental deficiency. Over the next several columns I'll identify a checklist to be used by the negotiating partners and marketing leadership to deal with it.

The failure is to work a practicable marketing strategy into the very soul of the merger - before it happens, while it happens and after it happens. Keep in mind that marketing is not just self-promotional activity but the process by which the institution actually defines itself. It is also used by others, such as in recruitment and business development to define the firm externally. Marketing likewise has an immediate impact on internal perceptions.

The first of the strategic questions from both firms' marketing leadership shold include:

1. Who is going to care about the merger? The answer, of course, is anyone directly affected by it, mainly clients and internal stakeholders. So marketing leadership must provide for direct and well-timed outreach to both constituencies, by phone whenever possible.

Stay tuned for more.

Allan Colman

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