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Marketing The Law Firm
Using Process Improvement and LPM for Competitive Advantages in Pricing and Fee Arrangements
Catherine Alman MacDonagh and Frederick J. Esposito Jr.
This article explores the connection between process improvement, project management, and pricing. Clients want budget predictability, options in fee arrangements, and value. The firms that do this well, regardless of their size or location, will have the competitive advantage.
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Marketing The Law Firm
Hallmarks of Highly Successful Coaching Programs
Debra Baker
How well does your attorney coaching program stack up? Here are six pillars to self-assess whether your informal or formal business development coaching and training programs are working.
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Marketing The Law Firm
Reframing 101: How to Use ‘Yes’ and ‘No’ for Negotiation Breakthroughs
Essie Martsinkovsky
When you’re negotiating, being able to reframe — to change your perspective and approach an issue through a new lens — is critical to getting your needs and wants met.
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Marketing The Law Firm
Rebranding Your Law Firm? Read This First
Leslie Richards
If your firm is making substantive changes, a rebrand helps to communicate that internally and externally.
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Marketing The Law Firm
Thinking About PR In Law Firm Responses to the War In Ukraine
Randy Labuzinski
The Russian invasion of Ukraine and the ongoing war bring up an interesting conundrum for law firms with business ties to Russia. It also sheds new light on the pattern of law firms (and other corporations) speaking out about social causes and events with significant societal implications. A law firm’s actions can have PR implications, particularly when it comes to what is or is not communicated to stakeholders and the media.
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Marketing The Law Firm
It’s Time for Post-Pandemic Law Firm Retreats
Sharon Meit Abrahams
After two years of cancelled, postponed or virtualized versions, in-person retreats are finally back. It’s time to refresh ourselves on why and how to run a safe and healthy in-person retreat.
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Marketing The Law Firm
Avoid These 7 Mistakes to Not Seem ‘Salesy’
Eric Dewey
It doesn’t take much to be perceived as ‘salesy.’ A poorly-timed question, over-confidence, or a little too much enthusiasm can sour your prospect on you. Being perceived as salesy can create obstacles to winning the engagement. Fortunately, it’s easy to avoid being salesy. Simply, avoid creating sales pressure.
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Marketing The Law Firm
Racial Equity Audits Create Accountability for DEI Programs
Alexandre Rene, Michael R. Littenberg, Jessica L. Soto and Caitlin Handron
As intolerance for inequities in policing and the workplace grew, corporations across the nation pledged their commitment to transform their hiring, promotion, and retention practices to foster inclusion for personnel at all levels. Whether organizations have made good on these commitments is an open question. Racial Equity Audits have emerged as a promising method for answering that question and addressing identified shortcomings.
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Marketing The Law Firm
Why Hire a Fractional CMO?
Nicolle Martin
A fractional CMO is an outsourced marketing executive that can perform all the functions of a chief marketing officer, including strategy, planning and implementation, without a company having to commit to a long-term, full-time salary.
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Marketing The Law Firm
Use Marketing and Biz Dev Content for Cross-Selling Success
Wayne Pollock
If you’re unsure about how to get your cross-selling efforts going, marketing and business development content, in all of its forms, is your secret weapon for cross-selling your firm’s services.
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Accounting And Financial Planning For Law Firms
Use Business Development Content for Cross-Selling Success
Wayne Pollock
If you’re in that boat, or you are unsure about how to get your cross-selling efforts going, marketing and business development content, in all of its forms, is your secret weapon for cross-selling your firm’s services.
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Marketing The Law Firm
Aligning with Client Expectations: Is Your Firm Walking the Walk In 2022?
Vivian Hood and Terry M. Isner
The adage is true: Actions speak louder than words, and active participation and engagement are critical for fostering real change. Your clients demand it, your competitors are doing it, and your attorneys and staff want it. This is how we will be measured.
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Marketing The Law Firm
DEI As a Competitive Advantage
Dr. Sharon Meit Abrahams and Melinda Hall Wieder
An example of how understanding another person’s life experience impacts how a practicing attorney can be a more effective advocate for their client.
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Marketing The Law Firm
General Counsel Perspectives on Law Firm Marketing In 2022
Gina F. Rubel
Do you know what GC’s want when it comes to evaluating law firms? Have you asked general counsel for their perspective on law firm marketing? If so, are you incorporating this feedback into your firm’s marketing and business development efforts?
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Marketing The Law Firm
Will the Lateral’s Clients Move?
Eric Dewey
The promise of new client relationships is driving the vast majority of lateral partner movement today. Is there a way to accurately project which clients of the candidate will move?
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Marketing The Law Firm
Tips for Building Authentic Referral Relationships
Meranda Vieyra
While many attorneys know referral partners are an integral piece of their career, they don’t take the time to build authentic referral relationships. To their current and future detriment, they don’t make quality referral relationships a priority.
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Marketing The Law Firm
10 Ways to Optimize Your Virtual Presentation or Webinar
Julie Savarino
Even when the pandemic subsides, working from home will be remain a constant (at least part of the time) for many lawyers, clients, referral sources, and many others. So, we should continue to work on optimizing our virtual presentation and webinar skills.
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Marketing The Law Firm
The Rise of Innovation In a Hyper-Competitive Market for Legal Talent
Ari Kaplan
The results of interviewing 30 chief talent officers along with directors and managers of recruiting reveal the impact of the pandemic on entry-level and lateral hiring, the appetite for leveraging technology to address the rapid acceleration in on-campus interviewing and lateral recruitment, and the increased focus on innovation to fuel law firm success.
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Marketing The Law Firm
SEO for Law Firms: Will It Help You Win More Clients?
Spencer X. Smith
Search engine optimization (SEO) is a great way to help drive traffic to your website, but is also a very misunderstood term. This article helps clarify what SEO for law firms really is, and if it will help with your business development activities.
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Marketing The Law Firm
Is Sales Enablement The Next Big Thing In Legal Services?
Eric Dewey
Law firms can look to a growing trend, however, among their corporate brethren as a model to solve the business development training challenge. It's called Sales Enablement.
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Marketing The Law Firm
Five Important Marketing Steps to Take In 2022
Jill Marie Wilson
There’s simply no better time than these early days of 2022 to take the time to consider and prioritize some essential first steps you can promptly execute to ensure your law practice is on the right path to being even more successful in January 2023 than it is today.
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Marketing The Law Firm
10 Steps to Realigning Sales, Marketing and Tech
Melissa “Rogo” Rogozinski
If you want to want to drive real revenue growth in an environment manipulated by a global pandemic, then you must find new ways to think about, study and prepare to meet the needs of the new legal services buyer.
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Accounting And Financial Planning For Law Firms
Remote Work Yields Savings, But Watch for Tax and Jurisdiction Issues
Troy Ayala
While the rapid ascent of home offices may have initially come as a shock to more than a few corporate cultures, the truth is that business leaders who embrace long-term remote working can yield significant cost savings and boost employee morale.
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Marketing The Law Firm
In the New Year, Be Sure to Highlight Client Service Skills
Sharon Meit Abrahams
Demonstrating client service before the engagement serves attorneys well into the ongoing relationship. This checklist can help professionals discuss important topics with new clients and demonstrates their skills in quality client service.
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Marketing The Law Firm
What Does Life Look Like for PR Post-COVID?
Carlos Arcos
There was no shortage of COVID-related PR opportunities having an impact on practice groups across the board, from real estate to bankruptcy to employment and more. This wave started in 2020 and continued well into 2021. Once the pandemic does finally fade from our lives, what will the new normal for legal PR look like?
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Marketing The Law Firm
Sales Speak: Selling Doesn’t Cause Buying
Eric Dewey
Selling doesn’t cause buying. Buying is an internal business process and that process is fast becoming out of sync with the sales training we often push on our lawyers. Our buyers know more than we do about what is really important inside companies when they are looking to hire outside counsel. We must get better at that lest many of our practices become even more commoditized.
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Accounting And Financial Planning For Law Firms
Law Firms and the Rise of Hospitality
Anthony Davies
The law firm office cannot remain unchanged, as if frozen in time set to some date prior to the onset of pandemic, when the terms and meaning have all changed. In fact, the office must now provide benefits or an experience the lawyers and staff cannot get at home.
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Marketing The Law Firm
Bringing 5-Star Hospitality to Law Firms
Anthony Davies
The law firm office cannot remain unchanged, therefore, as if frozen in time set to some date prior to the onset of pandemic, when all the terms and meaning have all changed. In fact, the office must now provide benefits or an experience the lawyers and staff cannot get at home.
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Marketing The Law Firm
COVID Pandemic Allows CMOs to Use Tech to Drive Firm Growth
Lavinia Calvert
Perhaps it was not surprising that when the pandemic hit last year, chief marketing officers and their teams were among the first included in layoffs and budget cuts. But over the last several months, a new narrative has emerged: Law firms have turned bullish toward investments in marketing and technology.
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Marketing The Law Firm
In Push for Diversity, Law Firms Risk Tokenism
Patrick Smith
Law firms have dedicated a great deal of focus to increasing diversity, but many are falling short on enacting meaningful changes to improve equity and inclusion. That undermines retention efforts, and causes law firms to continue falling short of moving the needle.
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Accounting And Financial Planning For Law Firms
Legal Ops Tech: Tips for Success with Cloud-based Practice Management In 2022
Tomas Suros
While functionality and features are important, there are a number of additional considerations when evaluating a practice management solution. Will your platform provider serve as a partner that will offer expert guidance and be invested in your ongoing success?
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Marketing The Law Firm
Equity, Inclusion, and Individual Engagement Principle (EIIEP)
Frank L. Douglas
Employee engagement is becoming vital to successful businesses, however, that hasn’t translated to significantly wider adoption of meaningful diversity, equity and inclusion (DEI) practices in workspaces.
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Marketing The Law Firm
Leading Through Disruption
Julia Mercier
The pandemic has brought into focus the need for law firms and law firm leaders to be strategic about fostering the connections, engagement, learning, and innovation that will allow them to both attract and retain top talent.
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The Intellectual Property Strategist
Using Financial Intelligence to Gain a Competitive Advantage
Ari Kaplan
Many law firm finance leaders are using data to drive change in their organizations, amplifying the power of profitability, and leveraging their skill to fuel innovation. Ultimately, they are helping their firms gain a competitive advantage.
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Marketing The Law Firm
Opportunity and Outsourcing In a Post-COVID World
Rob Mattern
2020 was a lesson in forced change management. Today, law firms are at a crossroads triggered by the transformational impact of the pandemic, and wondering…
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Marketing The Law Firm
Digital Marketing Surged During the Pandemic, But Are Law Firms Managing Content Effectively?
Patrick Smith
When 2020, and its accompanying pandemic, ushered in a resurgence in legal digital marketing and social media use, it was expected given the circumstances. But not all firms are managing that content effectively.
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Accounting And Financial Planning For Law Firms
Report: Talent War Heating Up to ‘Boiling Point’
Andrew Maloney
Law firms are paying more for talent than ever before. But like other industries that’ve been hit by a so-called “Great Resignation,” they’re also hemorrhaging it like never before, and the result is a diminished return on investment that could reach a “boiling point” in the near future.
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Marketing The Law Firm
Leading the Return to the Office
Mark Beese
Many firms are shifting to a hybrid work model, where lawyers and staff will divide their time between in-office and outside-the-office work, making management and leadership tasks more challenging.
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Marketing The Law Firm
Competitive Intelligence: CI in a Vacuum? Keeping Your Sanity Check in a World of Remote Working
Patricia Ellard
As we approach the end of the year, office return dates are still uncertain. While we are very capable of functioning efficiently and effectively in our remote competitive intelligence environments, it can be easy to feel isolated, like you’re operating in a vacuum.
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Accounting And Financial Planning For Law Firms
Five Things Law Firm Leaders Need to Do As People Return to the Office
Mark Beese
Slowly, ever so slowly, lawyers and staff are making their way back to the office. While we all look forward to returning to normal, the normal we left…
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Marketing The Law Firm
Legal Marketing Q&A: Part Two
Part two of a two-part Q&A with David McCann, J.D., senior director of communications at Snell & Wilmer continues our discussion on key topics relevant to legal marketing professionals.
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Accounting And Financial Planning For Law Firms
Online Extra: Talent Crunch Triggering Alarm Bells for Law Firms
Andrew Maloney
The talent crunch has triggered alarm bells about law firms’ long-term viability, as epic workloads and existential upheaval continue to rain on a generation that’s less interested in the traditional benefits of Big Law life.
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Marketing The Law Firm
Accountability Questions for Business Development Coaching Success
Vivian Hood
Working with a business development coach is an investment in yourself that can bring about career success by having a deliberate strategy in place.
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Marketing The Law Firm
Legal Marketing Q&A — Part One
Part one of a two-part Q&A with David McCann, J.D., senior director of communications at Snell & Wilmer, in which we cover a range of key topics relevant to legal marketing professionals.
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Marketing The Law Firm
Obstacles to Overcome So Attorneys Can Train Others
Sharon Meit Abrahams
This article delves into what firms can do to support their attorneys who lead training initiatives such as on-boarding new associates, delivering substantive knowledge, designing skill development training or any other aspect of professional development in the legal field.
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Accounting And Financial Planning For Law Firms
Managing Outreach Is the Most Important Task for Practice Group Leaders
Eric Dewey
No other job of a practice group leader does more to solve the many challenges of running a practice group than does a steady flow of new work from new clients.
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Marketing The Law Firm
The Most Important Task Practice Group Leaders Fail to Manage
Eric Dewey
There is one task that practice group leaders prioritize above all others: the management of the group’s outreach. No other job of a practice group leader does more to solve the many challenges of running a practice group than does a steady flow of new work from new clients.
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Accounting And Financial Planning For Law Firms
Enabling Monetization of Non-Monetary Victories
Russell Yankwitt and Anxhela Mile
This article proposes language to include in retainer agreements to enable the monetization of non-monetary victories and compensate attorneys for all their work on behalf of their contingency clients.
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Marketing The Law Firm
Legal Marketers Prefer Hybrid Return to Work
Justin Henry
Seeing opportunities for reduced costs and broader hiring pool, law firm marketing chiefs are among the most vocal proponents of shifting firm operations to a virtual setting as firms bring their personnel back to the office.
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Accounting And Financial Planning For Law Firms
How Many Is Too Many? Billable Hours Can Reach Diminishing Returns
Dylan Jackson
By now, it is well known that this year has been defined, at least in part, by the furious pace at which lawyers have been working. At what point do high billable hours mean diminishing returns for both the lawyer and the firm?
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