Features
Stephen M. 'Pete' Peterson
A few of the problems that faced Dewey & LeBoeuf were unique, while others were not. Nor is Dewey alone; more than 10 large and prominent firms have failed in the past decade. This article focuses on the pathology of failed law firms.
Features
Janet Ellen Raasch
Corporations increasingly subscribe to the principle of corporate social responsibility. CSR is based on the belief that a demonstration of concern for the environment, human rights, community development and the welfare of their employees can make a corporation more profitable. And if not more profitable, at least a better place to work.
Features
Nicholas Gaffney
I've written in the past about free Web tools, and unsurprisingly, Google continues to top the charts. Sometimes, however, you want tools that are more comprehensive and can be tailored to your needs.
[email protected]; www.closersgroup.com
MYTH #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY. Your firm's client retention depends on regularly identifying their needs, concerns and pressures. But client needs are a moving target. The time you spend listening and attending to complaints could be the difference between keeping a client and losing them to another, more attractive firm. More corporate counsel and agencies are terminating long term relationships with law firms. Depending upon which report…
Features
Susan C. Finelli
When you are starting a new practice it is essential that you first have a viable Business Plan in place. Even if your firm has been up and running for years, a fresh look back to business plan basics can help your bottom line tremendously.
Features
Jay M. Jaffe
Legal Brand Journalism' is the mechanism that allows thought leadership to happen. Here's what it is and how it works.
Features
Carrie Mandel
Law firms have a problem. Their clients compare them with their accountants and consultants ' how they gather and share knowledge, how they set prices, how they manage projects ' and wonder why they lag.
Features
Allan Colman
Law firm marketing is about being found, not chosen. How you get found is through publicity, media outreach, networking, collateral materials, conducting and attending workshops.
Features
David R. Bowerman
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Matthew J. Prinn
It's hard to imagine a more perfect opportunity for legal marketing professionals to earn a seat at the leadership table than the pricing revolution happening today in our industry.
ALM Staff
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Law Journal Newsletters
MYTH #4 - CLIENTS WANT SELLERS TO DO MOST OF THE TALKING. Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule - keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly. In survey after survey…
