THE MOST OVERLOOKED CLIENT DEVELOPMENT RESOURCE
September 08, 2010
THE MOST OVERLOOKED CLIENT DEVELOPMENT RESOURCE - is your clients! In our work with law firms, we often oint out that new business only comes from 3 sources - clients, referrals and new prospects. It is amazing how often I then hear, "but how do I ask clients for referrals or repeat business without offending them. Rubbish - that's just an excuse. If your firm's work has been solid and helpful, and you are working on…
OBSTACLES TO ATTORNEY MARKETING
September 08, 2010
OBSTACLES TO ATTORNEY MARKETING - One of the toughest challenges for business development and marketing professionals is overcoming the excuses we've all heard for not wanting to market. One of the questions I often ask at the beginning of workshops or keynote speeches is what have you heard attorneys use as excuses? * I'm in law, not sales. * It's unprofessional for me to market * Why bother? * I don't have time to market'
Prognostication Is a Mug's Game
August 31, 2010
What are reasonable assumptions about the future of the legal profession in this dynamic society? Here, we can surmise ' if not predict ' a future by extrapolating two things from the past.
Lessons from Twitter's Settlement with the FTC
August 30, 2010
The announcement that social-networking phenomenon Twitter has agreed to settle FTC charges that it had engaged in inadequate privacy and information security practices illustrates some simple mistakes that social media and other online companies can make. If the consent decree is approved, Twitter will have to live with the oversight that accompanies an FTC consent decree for 20 years (or more than four times the length of time that the company has existed).
Client Speak: Client Feedback ' The 12 Essential Steps
August 28, 2010
This article ' in two parts ' will deal with the Client Feedback process, specifically the 12 essential steps involved. This first part lists the 12 steps and then describes steps 1 through 4a (pre-interview planning).
ERM 2.0 ' What's Next for Legal Marketers
August 28, 2010
Enterprise Relationship Management (ERM) is what firms today use to track and manage their relationships to determine which connections firm-wide can be valuable in growing their business. But ERM, like most marketing technologies, has evolved.
Prognostication Is a Mug's Game
August 27, 2010
Because of the disconnect between professionals and marketers, many firm marketers are inhibited from innovating. Perhaps time and competition will temper this situation.
Hyundai Motor America v. National Union
August 26, 2010
Defendants in patent infringement actions have new reason to scrutinize their Commercial General Liability insurance policies. On April 5, 2010, the Court of Appeals for the Ninth Circuit held that allegations of patent infringement involving a method of advertising constitute "advertising injury," triggering an insurer's duty to defend a patent infringement suit.
