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CRM Success: Small Steps Now, Big Payoff Later
Victoria Gregory
&
Mark Peterson
Client relationship management (CRM) has an uneven record of success in the legal field. In the past, many CRM systems served as glorified contact databases that were rarely updated and even less frequently used for any meaningful purpose. As newer solutions have emerged, legal CRM has begun its slow rise to what it is today within many firms ' a key technological element of a client-centered operational strategy.
LESS IS MORE - Make the Most of Client Meetings
allan colman, [email protected]
LESS IS MORE - Make the Most of Client Meetings "The more you say, the less any audience is likely to remember."-David Bartlett To excell at law firm marketing, we're always stressing the importance of listening to your client; but what about speaking? When it comes to speaking with clients, you must focus on keeping it simple. In any meeting with existing or potential clients, there are two things you need to know: your "takeaway" message and…
Features
Don't Ask and Don't Tell: How to Avoid GINA Liability
Debra S. Friedman
Organizations that obtain, use and/or disclose an applicant's or employee's genetic information may run afoul of Title II of the Genetic Information Nondiscrimination Act of 2008, which prohibits companies from using genetic information to make employment decisions.
Features
Announcing The Seventh Annual MLF 50
Kimberly Alford Rice
Criteria for entering this year's Seventh Annual MLF 50 ' AND the brand-new Magnificent 25!
ENHANCE RELATIONSHIP BUILDING
allan colman, [email protected]
EXHANCE RELATIONSHIP BUILDING - In the first column on client retention and relationship building tactics to use during this difficult economic period, we discussed "expanding client efforts." Today's topic is ENHANCING RELATIONSHIP BUILDING. Building, maintaining and cultivating client relationships is more important than ever in this market. clients value relationships and relationships build trust, loyalty and retention. Know the "voice of the client": go where they go, read what they read, and know who they…
Features
Where Are All the Law Students Going?
Bruce W. Marcus
How odd that at a time when unemployment in law firms is at a peak, and uncertainty about jobs for recent graduates is rife, enrollment at law schools is reported to be rising.
Features
Motivating Attorneys to Accomplish Firm Objectives
Joel A. Rose
The two major challenges now facing lawyer management in many of these mid-sized firms are motivating the non-entrepreneurial attorneys to achieve and to perform, and retaining the "over-achiever" attorneys so they will not leave the firm.
ATTORNEY MARKETING - KEEPING UP IN 2011
allan colman, [email protected]
ATTORNEY MARKETING - KEEPING UP IN 2011 The past year(s) have proven tough for all types of businesses, including law firms. In this series of blog posts, we will discuss 6 Closers Group recommendations for law firms that will help you withstand the test of time and will prove worthy of your time. 1. Expand Client Efforts - Many firms make the mistake of never expanding their efforts with current clients. By asking clients how your firm…
Features
Preparing for Things That Go Bump in the Night
Allan Colman
When you're fighting for new client engagements, recognize that you are participating in a form of sophisticated combat. Draw on your training and strengths and you'll be prepared to engage and win new business.
Features
Career Journal: The Check Boxes
Bill Crooks
For many, the tough circumstances of 2009/2010 still remain, but the summer of 2011 is providing much-needed relief for legal marketing executives who may wish to consider opportunities for change.
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