Law Firm Management

According to industry research experts, every hour spent on business development can yield up to $34,000 in additional fee revenue per year. So why aren't attorneys doing more of it? And why is it so hard to train them to do it effectively?

The intent of this column is to provide a framework for identifying the relative benefits of hosting an event. How can we turn an event into a means for generating revenue?

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.