Legal Brand Journalism' is the mechanism that allows thought leadership to happen. Here's what it is and how it works.
May 29, 2012Jay M. Jaffe
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.
May 29, 2012Carrie MandelLaw firm marketing is about being found, not chosen. How you get found is through publicity, media outreach, networking, collateral materials, conducting and attending workshops.
May 29, 2012Allan ColmanIt'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.
May 29, 2012David R. Bowerman and Matthew J. PrinnMYTH #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…
May 29, 2012ALM Staff | Law Journal Newsletters |There's a new legal model in town ' ushered in by a new era of law firm client ' requiring firms to streamline operations and capture cost efficiencies at every level while also maintaining the high quality of services on which their reputations are staked.
May 29, 2012Robert C. MatternIf the firm of the future is to compete successfully, the role of the professional is to be aware of the need for thoughtful and professional competition, and to be educated in the skills of competitive marketing.
May 29, 2012Bruce W. MarcusTOP 5 MYTHS OF ATTORNEY SELLING - PART III. Myth # 3 - When it comes to marketing, "One size fits all." News flash: One size never fits all. Marketing should be tailored according to personality, needs of the firm and those of the client. One tactic that works for one attorney won't necessarilly work for another. Tailored business development, sales training and closing skills will land you the client every time. A wide range of strategies are…
May 07, 2012[email protected]When everybody who holds any kind of a responsible job there is making more money than any of them ever dreamed they would, and when they're in an industry in which every competitor would pay anything to hire them away, how do you motivate people? How do you get them to stay, and to produce at the high levels demanded by high tech companies?
May 07, 2012Bruce MarcusThe key to a successful LPM and AFA approach, I feel, lies within client integration, and hence embracing the economics of ubiquity as alluded to above. In the information age, information and associated outputs are abundant, but how do we best organize, manage and share meaningful interactions and deliverables seamlessly with our clients?
April 27, 2012Eric Hunter