Law Firm Management

The notion of client teams has been around for two decades. Now we are becoming more intentional about the diversity of teams for both business development and service delivery.

Who's doing what; who's going where.

There's an old saw, in the public relations business, about what you say to a new client for whom you haven't delivered what he or she expected in the first month of the contract. 'It's in the pipeline,' we used to say. It meant that we'd spent that first month understanding the firm and its story, developing the press material, planning the strategy and making presentations to the media. The groundwork. And in the second month, presumably, it would all come to fruition.

LEGAL SALES TRAINING - Last year's Closers Group survey of law firm attorneys and marketing professionals found that "closing skills" was most often cited as missing from attorney sales training. If you are going to "get 'em out there," closing must be taught and practiced. Throughout the business development continuum, law firms often find a key component missing -- the lawyers themselves, whose expertise ought to be (but isn't always) driving the sales process. In the…

Who's doing what; who's going where.

At a time of great debate on traditional versus social media and the best means of contacting prospective clients, it is worth examining the essentials of successfully pitching a reporter on your law firm's news.

Over the years, the author has observed many common mistakes that law firm management makes, and he now identifies the five most common ones so that they may be recognized and avoided.

For most new partners, marketing requires a commitment to effectuate a deliberate plan over multiple years. Build on your skills and prior experiences and develop a niche ' something unique to offer clients and referral sources.