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Eat Lunch With the New Kids – New Business Development

More new business development clues from 55Words, “eat lunch with the new kids.”  Begin building relationships with the newer members of your firm, making them feel welcome and comfortable asking

“Don’t Linger in the Doorway!” New Business Development II.

The next series of “dos” from the 55 Words for new business development include: Don’t linger in the doorway.  In or out. A handshake beats an autograph. Take a vacation

Never Park In Front of a Bar

“Never park in front of a bar” is one of the “55 Wise Words” for successful marketing.  You are urged to go deep to understand the message.  This is the

And the Number 1 Reason Attorneys Won’t Market

Read on to see the number 1 reason attorneys won’t market — 5. I don’t know anyone who knows anyone! 4.  I’m not compensated for marketing! 3.  I won’t cross-

More Reasons Attorneys Don’t Market

Continuing with the reasons attorneys don’t market, let’s review numbers 7,6, and 5. 7.  I need to focus on billable hours- 6.  I am too smart for this !!!!! 5. 

Top 10 Reasons for NOT Developing New Business

10.  I don’t want to pester people 9.  I’m very busy 8.  I need to complete my time sheets Stay tuned for more ————–

What is Missing in Generating Law Firm Revenue Growth?

What is missing in generating law firm revenue growth is accelerating leadership.  It is one of 12 exceptional leadership practices that firms should focus on, including branding, building client value,

What is the Most Underutilized Social Media?

Paper, yes paper is the most underutilized social media.  Text, Twitter, LinkedIn, Facebook, emails, electronic filings are now consuming 85-90% of communications received by corporate and agency attorneys and executives.

Thank You San Diego LMA

Yesterday, it was a pleasure to participate in the first in-person book review of The New Colors of Law Firm Marketing with the LMA San Diego Roundtable. The discussions were

Have You Practiced Lunch?

Before going to a pitch meeting have you practiced lunch, a proposal, the questions to ask, anticipated answers and setting the next step? Picture yourself at the table with a

Pechakucha! Try it – You’ll like it.

The Closers Group wants your firm to try out a powerful, entertaining way to boost new business from your firm’s attorneys, our PECHAKUCHA! In our keynote presentations and workshops, the

Who Should Talk More, You or the Client? Business Development Myth #4.

New Business Development Myth #4, Client’s want you to do most of the talking! Nothing could be more “untrue.” Keep your resume to yourself and let the potential client do

Only a Few Copies Left on Amazon

Only a few copies of the world’s first law firm marketing coloring book, THE NEW COLORS OF LAW FIRM MARKETING, are left on Amazon. Before we order a second printing,

Myth #2 – One Size Fits All

Business Development myth # 2 is that when it comes to marketing, one size fits all. News flash: one size never fits all. Marketing should be tailored according to personality,

A Proven “Must” for Business Developers – Engaging Prospects

Recently, we participated n a brainstorming session with a group of attorneys.  The focus was on how to improve selling.  Even though they represented different practice areas, they all agreed

ASTONISHING: “CLIENT EXPERIENCE” IS FINALLY LEGITIMATE – What do in-house counsel think?

Client experience is finally legitimate and being given significantly more attention by marketing professionals, according to the Bloomberg Law and LMA 2017 survey.  Entitled “Aligning Marketing Business Development Resources for

Sensational 87% Increase in New Business With Coaching

It is no surprise to us that Xerox Corporation found an 87% increase in new business with coaching.  They identified that the impact of using a coach as a support

New Way to Educate Lawyers on Marketing

Legal Business World’s feature on marketing focused on our new law firm marketing coloring book, The New Colors of Law Firm Marketing.  Calling it “Husterical and fun way to teach

Emails Do Not End in Handshakes

Emails do not end in handshakes is a critical observation lawyers need to heed when on a new business development campaign.  My article in the March issue of Marketing the

Cookies are for Closers – But Not for Attorney Marketing

A current movie marketing campaign says “Cookies are for Closers ” but we hasten to add they are not for attorney marketing.  Experienced marketers know that closing new business, or

Your Law Firm Marketing Mentors and Tormentors!

We are often called law firm marketing mentors and tormentors since we find the most important element of good business development is accountability.  Our Lead Tracker system keeps our clients

“Hysterical and fun new way to teach attorneys on marketing and business development.”

The New Colors of Law Firm Marketing is the world’s first law firm marketing coloring book focusing on marketing and business development.  Humorous quotes heard over the years from attorneys

Reduce Stress with the New Law Firm Marketing Coloring Book

In a few days, you can download or purchase THE NEW COLORS OF LAW FIRM MARKETING – the world’s very first law firm marketing coloring book. Are you ready to

Has Your Marketing Approach Been Rejected and Client Retention Faltering ?

Has your marketing approach been rejected and client retention faltering??  In fact, a frequent comment we hear from in-house counsel is that lawyers “just show up and offer legal advice.

Grapes of Wrath Complaints About Marketers

We have identified  Grapes of Wrath complaints about marketers from in-house counsel,” We were outnumbered and out-talked.”  Pick which ever grape fits your business development style: * Sending too many