Buyers of legal services often hold attitudes unsuspected by law firms. These are often based upon needs which are unexployed by law firms. This article looks at the pressures GC's are under.
April 10, 2007Allan Colman, the Closers Group
Companies expect their general counsel to pay attention to all the little details, but some legal chiefs have fallen behind in keeping their own affairs in order. A survey by The Corporate Counselor's ALM sibling magazine, Corporate Counsel, of the Fortune 250 found eight GCs who are not properly licensed in the state in which they work.
April 04, 2007Elizabeth AmonEver wonder how outside counsel is selected? Their decision making process is often complex, involving multiple concerns and pressures. Lawyers and marketing professionals need to identify what they are up against and how to improve the selection challenges. We will be focusing on these components for several weeks.
March 30, 2007Allan Colman, the Closers GroupNumerous adjectives are used to describe the average law firm today — good, bad, or otherwise. But somehow I don't ever hear 'vibrant' on the list. Why?
March 29, 2007Keith HallelandAs law firms grow in size, and expand geographically and across practice areas, the use of firm-wide profitability tools has become a business necessity. But understanding the urgency to adopt or update a profitability model doesn't guarantee its successful implementation.
March 29, 2007Kris SatkunasExperts see social networks as the next wave of business opportunities to come from the Web ' opportunities that are being exploited by small startups and companies as large as The Coca-Cola Co.
March 27, 2007Philippa MaisterLaw firms don't sell cheese or perfume ' they sell expertise. So how does one provide prospective clients with a 'taste' or 'spray' of something so intangible? The same question could be asked concerning existing clients. Given the marketing axiom that it is more cost-effective to generate additional business from existing clients than to sign up new accounts, how does a firm cross-sell other areas of expertise to existing clients whose exposure to the firm has been limited thus far to a single practice area?
March 27, 2007Joshua FruchterA new comic gives marketing tips in a humorous format.
March 27, 2007Jennifer WandNetworking has become extremely important for law firms, especially now that the legal business is growing more and more competitive. If your attorneys are not getting out there to stake claim to new relationships (and new matters), someone else will. Fortunately, attorneys and firm marketing professionals who are at the forefront of networking have developed innovative programs to assist attorneys in making a stranger into an acquaintance, an acquaintance into a prospect, and a prospect into a client. Ah ' the circle of life!
March 27, 2007Christy BurkeWhen we are hired to begin a new search, the very first thing we hear from our clients' mouths is 'Ideally, we would like someone with X years in law firm marketing.' If you analyze the AmLaw 100 law firms, which combined have more than 2000 marketing professionals, coupled with the fact that at any moment there are more than 100 open positions nationwide, there are more jobs than qualified professionals to meet these needs. So, how do employers find the 'right' talent for their firm in this competitive environment? How do the people with law firm marketing experience find the 'right' firm, since they are in high demand by every firm? Below we have outlined some tips for those who are hiring and those looking to be hired.
March 27, 2007Eva Wisnik and Jennifer Johnson