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Marketing The Law Firm
How Law Firms Can Utilize Artificial Intelligence for Marketing
Stuart J. Oberman
Artificial Intelligence will revolutionize law firm marketing forever. Law firms are now (or should be) leveraging the potential of AI in order to enhance their marketing efforts. By harnessing the capabilities of AI, law firms are able to expand their marketing strategies, boost efficiency, accuracy, and overall client engagement.
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Accounting And Financial Planning For Law Firms
The Way Big Law Reacts to Economic Cycles Is Unrealistic, Unhealthy and Inhumane
Alexander M. Geisler
The problem isn’t that economies are cyclical, that’s a fact of life. The problem here is that Big Law can sometimes have unrealistic reactions to both upturns and downturns. If this happens, it’s not in the interests of their own attorneys or their clients. It’s inhumane and unhealthy.
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Accounting And Financial Planning For Law Firms
Client Development Through Law Firm Health & Hygiene: A Practical Guide
Alex Geisler
Your clients are what they are, clients. The idea that they can be turned into bigger clients by you developing them is a myth. If you need to develop yourself to make your clients bigger — such that they send you more of their business more often — how do you go about it?
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Accounting And Financial Planning For Law Firms
Business Development Strategies to Inspire Trust and Confidence from the Beginning
Stephanie Friese
Someone may think we are exceptionally kind, funny and compassionate, but may not be assured we can accomplish a client’s goal, in which case they will be hesitant to refer business to us. So, how do we begin to inspire trust and confidence in the first meeting?
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Marketing The Law Firm
Voice of the Client: General Counsel’s Top Concerns and Other Takeaways From A GC Panel
Eric Dewey
While General Counsel are becoming involved in more areas of the business, especially as a result of COVID, their core responsibility remains enterprise risk. The conversation at a recent general counsel panel at the Southern California Marketing Partners Forum examined the evolution of the Chief Legal Officer and General Counsel roles, especially in light of increasingly lean staffs and support and the ways in which outside counsel may be well-positioned to help bring more resources, more support, and more collaboration to the relationship.
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Marketing The Law Firm
Business Development Strategies to Inspire Trust and Confidence
Stephanie Friese
People refer business to those they like and trust, and both are equally important. Someone may believe we are the best at what we do, but if they don’t really like us, they are not going to refer business to us. So, how do we begin to inspire trust and confidence in the first meeting?
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Accounting And Financial Planning For Law Firms
GC Panel Reveals Challenges and How Outside Firms Can Help
Eric Dewey
While General Counsel are becoming involved in more areas of the business, especially as a result of COVID, their core responsibility remains enterprise risk.
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Accounting And Financial Planning For Law Firms
Legal Industry ‘Ripe for Disruption’
Cassandre Coyer and Justin Henry
While the law firm model has historically rewarded inefficiencies, recent trends show that model is reaching its expiration date.
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Accounting And Financial Planning For Law Firms
Top 7 Reasons Firms Are Leveraging Experience Data
Jason Noble
Looking forward, firms appear to be counting on rate increases to maintain profitability, but there are signs that clients are likely to be more resistant to further rate hikes as payments slow down and realization was in decline at the end of 2022.
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Marketing The Law Firm
How to Give and Receive Feedback Effectively to Improve Team Performance
Mark Beese
The problem with giving feedback is that it often comes across as criticism. Human beings tend to react defensively, resulting in a denial of the feedback or worse, entrenchment in the behavior or attitude that may be derailing them in the first place? How can we give feedback in a way that minimizes defensiveness?
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Accounting And Financial Planning For Law Firms
Why Are Some Bills Easier to Collect Than Others?
Alex Geisler
Why do some people sail through the entire budgeting, billing and collection process, while for others collection always means trepidation?
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Marketing The Law Firm
Meeting Client Expectations to Provide Good ‘Customer Service’
Alex Geisler
Buyers of legal services are now a highly sophisticated and connected community. What the clients now not only want but insist on, is operational efficiency, effectiveness and transparency.
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Accounting And Financial Planning For Law Firms
Meeting Client Expectations
Alex Geisler
The New Reality, for which law firms are scrambling to equip themselves, is that law firms no longer define their own service levels. Now it’s the clients, and they have clear expectation parameters.
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Marketing The Law Firm
Unseen Champions: Hiring for Long-Term Success
Corey Castillo
In the current talent war, many law firms are hunting for talent with a focus on traditional “industry experience” and prestigious educational backgrounds as familiar criteria in their candidate search process. But what if law firms are missing high value talent — on both the legal and administrative side — that may be right under their nose?
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Accounting And Financial Planning For Law Firms
Legal Sales Strategies
Eric Dewey
The “best choice” provider pitch may not be the optimal sales strategy. It's better to adjust to where the prospect is in their buying decision process — whether that means they are looking for providers, they are studying the situation, they already have counsel, or they have decided not to address the issue.
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Marketing The Law Firm
Are You Facing a Problem or a Crisis?
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.
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Marketing The Law Firm
6 Steps to a Successful Business Development Plan
Melissa “Rogo” Rogozinski
Driving Growth Through Client Success and Thought Leadership
Business development is a critical part of a law firm’s growth strategy. It balances client success, competitive marketing and new acquisitions in order to sustain the firm’s reputation as a high-quality service provider. It is the bridge between marketing and sales. Here are six steps to building a modern business development plan that is guaranteed to drive growth through client success and thought leadership.
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Marketing The Law Firm
The Care and Feeding of the Legal Client
Jaimie B. Field
Do your attorneys know the difference between a customer and a client? I have always defined the difference as a customer is someone who buys something from you once, while a client is someone who keeps coming back to you over and over again; mainly, since the legal industry is becoming more transactional daily. And that subtle difference is what makes a lawyer just a lawyer and one who becomes a rainmaker.
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Cybersecurity Law & Strategy
Redefining Attorney-Client Collaboration with Technology That Delivers Greater Value
David Carns
If savvy law firm attorneys haven’t done so yet, they should take this time to adjust their expectations and increase their comfort levels with new technologies, processes, and workflows. Going forward, their clients will expect the emphasis to be on relationships and outcomes, not billable hours.
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Accounting And Financial Planning For Law Firms
What’s the Difference Between a ‘Customer’ and a ‘Client’?
Jaimie B. Field
a customer is someone who buys something from you once, while a client is someone who keeps coming back to you over and over again. And that subtle difference is what makes a lawyer just a lawyer and one who becomes a rainmaker.
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Accounting And Financial Planning For Law Firms
Are Large Firm Rates Pushing Clients to Seek Other Alternatives?
Andrew Maloney
Firms have been especially deliberate during the pandemic to increase the number of touch points they have with existing business, deepening ties with their roster of current clients by referring matters across practices and rewarding partners for that kind of origination. But with marketing spend surging and clients increasingly willing to move work around, Big Law firms’ incumbent advantage could begin to wane.
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Marketing The Law Firm
Experience Is Everything: Why Focusing On Client Experience is Critical and How to Get Started
Kristen Dallman
In this marketplace, one thing is abundantly clear: To remain competitive, you must adapt. So how can you adapt in a way that meets the increased expectations of today’s client? Focus on client experience.
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Marketing The Law Firm
The Impact of Trust On Cooperation
Mike Whelan
a tendency to trust optimizes outcomes on average — but you have to think in individual transactions. Are lawyers too distrusting to make good decisions in those instances? This article explores the concept of trust, the impact of trust on cooperation, and whether lawyers have trust issues and what that means for them and for their clients.
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Accounting And Financial Planning For Law Firms
The Connection Between Process Improvement, Project Management, and Pricing
Catherine Alman MacDonagh and Frederick J. Esposito Jr.
Law firms must continuously review business and legal processes to operate and interact with less waste and costs and develop pricing models that address client needs while generating profits for the law firm. This is actually simple, but not easy to do.
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Accounting And Financial Planning For Law Firms
Why Focusing on Client Experience Is Critical and How to Get Started
Kristen Dallman
In this marketplace, one thing is abundantly clear: To remain competitive, you must adapt. So how can you adapt in a way that meets the increased expectations of today’s client? Focus on client experience.
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Marketing The Law Firm
Aligning with Client Expectations: Is Your Firm Walking the Walk In 2022?
Vivian Hood and Terry M. Isner
The adage is true: Actions speak louder than words, and active participation and engagement are critical for fostering real change. Your clients demand it, your competitors are doing it, and your attorneys and staff want it. This is how we will be measured.
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Marketing The Law Firm
Will the Lateral’s Clients Move?
Eric Dewey
The promise of new client relationships is driving the vast majority of lateral partner movement today. Is there a way to accurately project which clients of the candidate will move?
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Marketing The Law Firm
Tips for Building Authentic Referral Relationships
Meranda Vieyra
While many attorneys know referral partners are an integral piece of their career, they don’t take the time to build authentic referral relationships. To their current and future detriment, they don’t make quality referral relationships a priority.
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Accounting And Financial Planning For Law Firms
Aligning with Client Expectations
Vivian Hood and Terry M. Isner
We’re well into 2022, and despite the flip of the calendar, COVID is still sweeping the U.S., it feels like not much has changed. Or has it?
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Accounting And Financial Planning For Law Firms
Do a Lateral’s Clients Move With Them?
Eric Dewey
There is no way to guarantee a lateral’s clients will make the move to a new firm. But a series of questions can examine the quality of these relationships and the likelihood that the client will move with the lateral candidate.
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The Intellectual Property Strategist
CA Court of Appeal Offers Insight on Business Consulting vs. Legal Services In Entertainment Case
Stan Soocher
The question has been frequently debated in the legal community: What is the difference between an attorney providing business consulting services or acting as legal counsel? The California Court of Appeal recently issued an opinion on the concern.
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Marketing The Law Firm
In the New Year, Be Sure to Highlight Client Service Skills
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.
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Accounting And Financial Planning For Law Firms
Law Firms and the Rise of Hospitality
Anthony Davies
The law firm office cannot remain unchanged, as if frozen in time set to some date prior to the onset of pandemic, when 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.
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Accounting And Financial Planning For Law Firms
Highlight Client Service Skills In the New Year
Sharon Meit Abrahams
Attorneys need their clients to see them as a trusted advisor and partner in their legal solutions. If the lawyer takes time at the beginning of the relationship to establish expectations, then future conflicts can be avoided or resolved more quickly.
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Accounting And Financial Planning For Law Firms
Understanding Your Clients’ Changing Needs In a Post-Pandemic Legal Market
Marci Krufka Taylor
If it was challenging to get facetime with clients pre-pandemic, that challenge has only multiplied in the post-pandemic world. As firms look for creative ways to reconnect with clients, client interviews and surveys have become more important than ever for ensuring client satisfaction, loyalty and profitability.
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Accounting And Financial Planning For Law Firms
Stakeholders: How to See Things from the Client’s Perspective
Catherine Alman MacDonagh
Without hearing the Voice of the Customer (or Client), we risk missing the mark in our strategy, messaging and positioning, as well as delivery of work, product and service, operations, technology, staffing and so forth — in short, we potentially miss on everything.
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Marketing The Law Firm
Voice of the Client: Stakeholders: How to Hear the Voices of the Clients and See Things from their Perspective
Catherine Alman MacDonagh
Without the Voice of the Customer (or Client), we risk missing the mark in our strategy, messaging, and positioning, as well as delivery of work, product and service, operations, technology, staffing, and so forth — in short, we potentially miss on everything.
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Marketing The Law Firm
Beyond Se Habla Español: Changing How Attorneys Market to the Growing Hispanic Population
Natalie Fragkouli and Liel Levy
Law firms frequently lack the appropriate marketing strategies to engage the growing U.S. Hispanic population. The lack of a cohesive strategy poses a risk to a law firm's current and future growth potential. This article explores practical insights for law firms that want to serve this rapidly expanding market.
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Accounting And Financial Planning For Law Firms
Closing the Information Security and Governance Gaps In the New Operational Model
Kyle Reese and Nathan Curtis
In 2020, information governance may have been sacrificed in the face of an urgent, global crisis. As understandable as that is, it’s time now to step back and assess best practices for the new operational model that is here to stay.
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Marketing The Law Firm
Ramped Up Internal Technology Is a Win-Win for Law Firms and Their Clients
Brandie Knox
This article identifies why investing in digital tools and applications is more important today than ever and provides examples and potential questions law firms should contemplate.
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Business Crimes Bulletin
Preserving the Privilege In the Corporate Setting
Jonathan S. Feld and Kevin Connor
Assessing the risks and liabilities of a potential transaction requires frank and open communication between the parties, including legal counsel. Understanding the scope and limitations of this privilege in transactional settings and who “holds” it is vital to its preservation.
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Marketing The Law Firm
Hindsights, Insights and Foresights: Producing Content That Clients Value
Eric Dewey
This article describes a model to help your lawyers evaluate the relative value of the information they are sending to their clients and help you communicate the importance of delivering value in their written communications to clients.
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Cybersecurity Law & Strategy
Maintaining Attorney-Client Privilege and Work Product Protections over Forensic Reports in Light of 'Wengui v. Clark Hill'
Kim Peretti, Jon Knight, and Emily Poole
The Clark Hill opinion is notable because not only does it follow a string of recent opinions that have found data breach forensic reports not to be entitled to work product protection, it also goes one step further to find that a data breach forensic report is not protected by attorney-client privilege.
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Marketing The Law Firm
How Do Business Development Efforts In High-Performing Law Firms Differ?
Meghan Frank
As firms and their clients continue to navigate ongoing business challenges in 2021, BD and marketing professionals first need to understand how mature their efforts are in specific areas. Then, they can look at what the successful firms are doing differently, so they can position themselves to join those ranks.
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Marketing The Law Firm
Voice of the Client: What In-House Counsel Need from Outside Counsel As Pandemic Landscapes Shifts
Jennifer Simpson Carr
Responses from GCs on what matters most to their companies when hiring outside counsel.
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Marketing The Law Firm
Competitive Intelligence: How Do You Listen When You’re Not In the Room?
Patricia Ellard
Although we understood how important in-person listening was before the pandemic, the background listening was something we used to take for granted. Here are five ways to practice active listening and remain engaged when we can’t be in a physical environment.
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Accounting And Financial Planning For Law Firms
Building Successful Partnerships Requires Collaboration
DeWitt A. Sullivan
Partnerships are relationships, ideally relationships built on trust and a common goal. Successful partnerships require all parties working together — working together to service a client fully, generate revenue and to build a business. This requires openness and coordination.
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The Bankruptcy Strategist
Asserting the Common Interest Doctrine In Plan-Related Discovery
Francis J. Lawall and Marcy J. McLaughlin Smith
The common interest doctrine can be a powerful tool when used to block discovery of relevant and sometimes critical evidence. However, a determination of when it can be invoked requires a highly fact-intensive analysis.
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Accounting And Financial Planning For Law Firms
Pandemic Drives Law Firms and Clients to Common Ground on Pricing
Dan Packel
The current circumstances are giving rise to conversations about pricing, and driving both sides of the law firm-client relationship to seek common ground — both in the form of tried-and-true alternative fee arrangements and those that reflect a more innovative approach.
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Cybersecurity Law & Strategy
Using Legal Tech to Help Lawyers Protect Privilege and Better Serve Their Clients
Daniel Farris
A recent UK High Court ruling has provided lawyers everywhere with a stark reminder on the scope of privilege for electronic communications: just because an email itself is privileged does not automatically render the documents attached to that email privileged.
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