Law Firm Management

  • TOP 5 MYTHS OF ATTORNEY SELLING - PART II.

    MYTH # 2 - Attorneys should step in to the business development process only after the marketing department develops a strategy. Ultimately, the onus is upon the attorneys to bring in (and keep) the business. The role of law firm marketing should support these goals with collateral materials, public relations activities, social media and identifying seminars and workshops that help facilitate network development. Once you have the information and sales training, plan a strategy to pursue the…

    April 16, 2012allan colman - [email protected]

  • IT BOILS DOWN TO ONE CLIENT AT A TIME

    Here's a little secret about professional services marketing. It always comes down to selling the individual clients ' one by one. And it doesn't matter if your firm is the largest or the smallest.

    April 03, 2012Bruce W. Marcus

  • Top 5 Myths of Attorney Selling

    MYTH #1: BUSINESS DEVELOPMENT AND LAW FIRM MARKETING ARE INTERCHANGEABLE TERMS 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. These tactics are the eyes, ears and interests of your potential client. But first you have to locate the target -- that's business development. Perhaps a more appropriate term for business development is "business generation," which requires (dare I write it)…

    March 30, 2012allan colman, [email protected]

  • IRS Issues Revenue Procedure 2012-17

    On Feb. 13, 2012, the Internal Revenue Service issued Revenue Procedure 2012-17, which in part provides that partnerships may furnish their partners with an electronic copy of their Schedule K-1 if the partner has affirmatively consented to receive the K-1 in electronic format, such as in pdf form in an e-mail.

    March 29, 2012Stanley Kolodziejczak and Nancy Regan

  • The Billable Hour Is Not Dead!

    Firms are increasingly using alternative fee structures to meet clients' demands for billing based on the perceived value they have received. This article discusses the reasons why, regardless of your firm's method of billing clients, it is still critical to track attorney billable and non-billable hours.

    March 29, 2012Neil F. Scullion

  • Profitability and the Legal Marketing Professional

    This article provides for the legal marketing professional a guide to the basics of law firm economics, and includes sample metrics and ideas as to how to improve the contributions of the marketing department to the bottom line of your law firm.

    March 29, 2012J. Mark Santiago

  • Sales Speak: Making It Rain

    While rainmaking is probably one of many good reasons an individual is moved into an Office Managing Partner leadership role, the more distance from the day-to-day requirements for rainmaking, the more inevitable is the erosion of those skills.

    March 28, 2012Robin Hensley

  • Content Marketing and Web Analytics

    The information generated by web analytics is a valuable tool to help lawyers and law firms plan ' and continuously improve ' their content and their online content distribution campaigns.

    March 28, 2012Janet Ellen Raasch

  • Proceed with Caution!

    Law firms are trying to shift from survival tactics to the "New Normal" by addressing, not only the challenges they face, but also the changes they may have to make. However, there are few precedents for addressing many of the concerns.

    March 28, 2012Robert W. Denney

  • Is Good Enough Good Enough?

    Not doing something how others expect it to be done or not getting the result others anticipate or assume will be had can give rise to resentment, loss of trust, and ruined client relationships.

    March 28, 2012Debra Forman