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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

A Badass Excuse for Not Marketing

This is one badass excuse for not marketing –  “It’s been six months since I won that big case for my client.  Why hasn’t SHE called ME?” I heard that

Self-Sabotaging Excuse for Not Marketing – “I always miss the new litigation.”

“I always miss the new litigation” is one of the most self-sabotaging excuses for not marketing that I have heard from attorneys.  It is easy to solve.  You and your

How Often Have You Heard This Excuse for Not Marketing ? “I can only call 3 people.”

How often have you heard this excuse for not marketing,  “If I made 3 calls a day, I’d run out of people to call in 2 weeks?”  Too many lawyers

Intelligence Defying Excuse for Not Marketing

The following excuse from an attorney for not marketing defies intelligence, “I don’t know how to begin.” Although today’s marketplace for legal services is more challenging then ever,  there is

An Agonizing Excuse for Not Marketing – “I failed once; why try again?”

This is the most agonizing excuse for not marketing, “I failed once; why try again?” Stop the agony and join post-mortem firm reviews on proposals that failed. Take advantage of

Where’s the Beef? 2017 Law Firm Outlook

Hearing from attorneys and marketing professionals in response to the 2017 Law Firm Outlook Survey, “getting attorneys out on the business development trail” says it best. Significant concern was expressed