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As I considered the topic for this article, I had assumed that by the start of the new year, the pandemic would be in our rearview mirror for the most part. That is not proving to be the case, although it seems the worst may be behind us.
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In the New Year, Be Sure to Highlight Client Service Skills
By Sharon Meit Abrahams
Demonstrating client service before the engagement serves attorneys well into the ongoing relationship. This checklist can help professionals discuss important topics with new clients and demonstrates their skills in quality client service.
Sales Speak: Selling Doesn’t Cause Buying
By Eric Dewey
Selling doesn’t cause buying. Buying is an internal business process and that process is fast becoming out of sync with the sales training we often push on our lawyers. Our buyers know more than we do about what is really important inside companies when they are looking to hire outside counsel. We must get better at that lest many of our practices become even more commoditized.
Bringing 5-Star Hospitality to Law Firms
By Anthony Davies
The law firm office cannot remain unchanged, therefore, as if frozen in time set to some date prior to the onset of pandemic, when all the terms and meaning have all changed. In fact, the office must now provide benefits or an experience the lawyers and staff cannot get at home.
COVID Pandemic Allows CMOs to Use Tech to Drive Firm Growth
By Lavinia Calvert
Perhaps it was not surprising that when the pandemic hit last year, chief marketing officers and their teams were among the first included in layoffs and budget cuts. But over the last several months, a new narrative has emerged: Law firms have turned bullish toward investments in marketing and technology.
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