LJN Newsletters

Marketing and business-development professionals perform many jobs, including the vital undertaking of helping attorneys stay in touch and expand their network. We spend tremendous amounts of time, energy and money, day in and day out ' on CRM systems, training programs, one-on-one coaching, sports and entertainment programs, seminars, and reminder e-mails ' to help attorneys stay top of mind.
If we spend time every week preaching this, why don't we follow our own advice? It's what we call 'Cobbler's Syndrome.' We are the cobbler's children and we have no shoes.

When working with law firms, the first question that we always get asked is: 'How do we increase our business?' In our experience in working with firms, we have found that they are willing to pay thousands and thousands of dollars in marketing, spend countless hours trying to identify new opportunities, and are always looking for an edge or new strategy to develop more business. We have found that most firms overlook the fact that the most cost-effective and easiest way to develop more business is to utilize the assets they already possess ' by cross-marketing and cross-selling within their own firm.

Meet Nicole Quigley, Assistant Director of Media, Public Relations and Communication with Crowell & Moring LLP.

According to a 2006 benchmarking survey by Chicago-based Hubbard One, a Thomson Elite company, 51% of the survey respondents said that they respond to more than 10 proposals a month, often with minimal advance notice. Some indicated close to 30 per month. As the demand increases and marketing is more involved in the business development process, 62% of marketers have indicated they are not satisfied with their current proposal process.

The BTI Consulting Group's brand new research with law firm marketing leaders reveals three powerful shifts in the world of legal marketing:

1. Marketing spending per attorney climbs more than 20%;

2. Marketing staffs expand by nearly 15%; and

3. Business development takes center stage as a key objective.

Although most law firms use massive deployments of traditional security solutions to lock down their office systems, networks, and all of their stored content, most of them still struggle with the massive loads of shared electronic documents that flood their corporate network, the Internet, the e-mail system and all of their portable storage devices.

Highlights of the latest equipment leasing news from around the country.

Juries don't always believe what people say, but they do tend to believe what is on paper. The difference that thorough e-mail review and analysis can make in the outcome of litigation is dramatic, and attorneys cannot risk overlooking key evidence that can make or break a client's case.