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.
June 28, 2011Allan Colman
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.
June 28, 2011Bill CrooksFor lawyers, it is imperative to consistently and persistently cultivate, nurture and strengthen their relationships with their universal networks. Here's how to help them.
June 28, 2011Kimberly Alford RiceLaw firm training programs are being squeezed by the return of an old problem to the new workplace ' the generation gap. Here's how to bridge the gap and strengthen your firm.
June 27, 2011Mark McCurdy And Suellen WidemanA recent tax court case dealt with two issues that are relevant to many law firms. The first issue is the allocation of partnership income to the partners in the absence of a written partnership agreement. The second is whether income generated by a limited liability partnership is subject to self-employment tax.
June 27, 2011Richard Stieglitz And Martin ArkingDO IN-HOUSE COUNSEL USE LEGAL DIRECTORIES? 80% of Chief Marketing Officers said, in a recent poll, that directories play no role in their marketing efforts. Boy are they wrong. Reviewing the 2011 BTI survey on "How Clients Hire" sheds an entirely different light. 1. 80.8% identify outside counsel in an unfamiliar jurisdiction when a personal referral is unavailable. 2. 77.1% validate the credentials of a referral. 3. 73.4% evaluate outside counsel qualifications. 4. 70.1% identify outside counsel experts in…
June 23, 2011Allan Colman, [email protected]VOICE OF THE CLIENT - Comments made by in-house counsel at ALM's recent MARKETING AND BUSINESS DEVELOPMENT LEADERSHIP FORUM: 1. Most don't bother to look at RFP Responses. 2. They want to see you in settings where you "show your stuff." 3. In person opportunities include: A. Presentations at conferences B. In front of them in small groups, such as lunch/dinner tables at conferences, or small forums at various meetings. C. For client retention, it's not enough to…
June 06, 2011Allan Colman, [email protected]Professional services marketing is not a litany of mechanics. It's a process that's designed to bring a firm and its prospective clientele together. More than just accumulating clients, the effective marketing program helps shape and secure a practice that's relevant to the dynamic needs of both the firm and the clients it serves.
June 01, 2011Bruce W. MarcusIf not politically, at least analytically, given local governments' experience with insurance reform and the financial assumptions used in the Patient Protection and Affordable Care Act, the PPACA should be considered DOA!
May 27, 2011Lawrence L. Bell And Alexandra Taylor BellWhen the decision to purchase traditional practice management software or subscribe to a Software-as-a-Service ("SaaS") provider arose this past January, I didn't have time to become mired in a rigmarole of sales calls and consultants. I simply wanted direct access to a product that would increase my productivity, file sharing and practice cohesiveness. I also wanted something that fit into my hardware preference for Mac products.
May 26, 2011Leanna Hamill
