Law Firm Management

The author shares his recollections and advice.

lEGAL SALES - QUESTIONS ABOUT THE PROSPECTIVE CLIENT In law firm business development, when preparing for a prospective client meeting, it's important to not only prepare your pitch, but also to prepare answers. Doing your homework on the client is the most important research you can do before you are in the RED ZONE, ready to make a pitch. When you show up to the meeting, being able to show them you've done research about their…

FROM THE GROUND UP - BUILDING A FOUNDATION FOR SUCCESS If you want your law firm to have deep roots and a solid foundation, you need to build from the ground up. And while the foundation contains elements like tactics, ideals and approaches, the main ingredients are the attorneys. finding, hiring and cultivating your attorneys will crate a base that you will always be able to rely on and be proud of in any situation -…

A marketing plan should focus not on the firm, but on the individual practice. When this is done effectively, not only does the plan work, but this kind of program redounds to the entire firm.

Part One of this article listed the nine components of the How best practices. It then went on to describe the first four; the remaining five are described herein.

In the arenas where legal marketing professionals play, like in football stadiums, superior performance comes from consistent conditioning and repeated, flawless execution.

Most law firm partners generally have no objection to the idea of cross-selling, but they don't do much about it. Cross-selling is really just another way of describing the purchase of legal services by clients from more than one practice area.

What can law firms do to integrate their laterals into their firms so that their laterals establish and develop loyalty and attachments to their organizations? Here are 10 tips to consider if you want to anchor your laterals at your law firms.