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Most professionals use a generic sales approach for every sales situation. The sales strategy can generally be described as one in which you position yourself as the ‘best choice’ legal advisor. That sales approach assumes that legal services buyers are ready to buy once they recognize they have a legal issue or that they are always on the lookout for legal talent. However, prospective clients are not always ready to buy nor usually interested in switching providers. Some are still studying the issues. Some have already addressed their problems. Many are happy with their existing providers. And some are unaware of the opportunities you can help them seize.
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Managing Well-Being In the Legal Industry
By Vivian Hood
A recent LMA Well-Being Wednesday program provided a range of big ideas and small tips for legal marketers and law firms on implementing a well-being program.
Time Well Spent: Make Meetings Valuable
By Sharon Meit Abrahams
“Ugh, not another meeting!” Do you hear this from your colleagues and direct reports? If so, you should turn your meetings from a waste of time to a value-added use of time. We know meetings are important. They increase collaboration, set accountability, and create a shared sense of purpose and progress — all important elements of a happy, successful workplace.
Are You Facing a Problem or a Crisis?
By Elizabeth Lampert and Lara Cupit
Recognizing the many degrees of severity and activity levels is crucial when a matter presents itself. Is it time to go scorched earth or take it in stride and allow a situation to fizzle? When defining the spectrum from minor issue to crisis, it is vital to understand how a problem can become a crisis if left unattended or how jumping the gun and overreacting can be disastrous.
Great Marketing Initiatives Happening Now
By Stacy West Clark
Some great marketing initiatives happening in law firms around the country — as well as some recommendations.
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