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Worried About Your Upcoming Partner Retreat ?

Planning for your upcoming partner retreat in the fall is typically now in the “scrambling for speakers” mode. You have been tasked with finding a presentation that is engaging, full

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,

Top 5 Myths of Business Development

The top 5 myths of business development require you to understand what successful business development is not! Myth #1. BUSINESS DEVELOPMENT AND MARKETING ARE INTERCHANGEABLE TERMs Marketing is about being

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

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

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

Do You Know the Zen Excuse for Not Marketing?

If ever there were a Zen excuse for not marketing, it is” I’m afraid of the process.” Oh, come on. Follow Arthur Ashe’s advice – “Start where you are. Use

Excuse for Not Marketing – “I know no one who knows anyone!”

Of all the excuses for not marketing, “I know no one who knows anyone” is the most absurd. As Mark Twain observed, “The secret of getting ahead is getting started.”

We’ve Sweetened the Offer – Take our 2017 Law Firm Outlook Survey

STEAKS OR PIE? We want to sweeten our offer for helping us with our 2017 Law Firm Outlook Survey.  We’re conducting a brief survey to learn morfe about the key

Your Invitation to the 2017 Law Firm Outlook Survey

We are conducting our 2017 Law Firm Outlook Survey.  It is a brief survey to learn more about the key issues facing law firms as we head into the new

A Business Development Puzzle – Win a Prize

Do you know the 9 pieces of a Business Development Puzzle? With each post, you will see one more critical tactic we emphasize for long term revenue growth and sustainability.

Client Retention — What Should You Ask Your Clients?

In the last post, we began the discussion of Client Retention by asking what should you ask your clients? This is an important part of building client relationships and new

Who Is Your Ideal Customer? (Business Development Part 1 of 6)

In Disciplined Entrepreneurship, Bill Aulet begins his 6 themes with Who Is Your Ideal Customer, focusing on business development. Topics covered include: Market Segmentation Selecting a Beachhead Market End User

Why Clients Fire You

by Valerie Goodman In the Closers Group experience, lack of attention to client retention is a primary reason clients fire you. When it comes to attorney marketing and business development,

Top 5 Myths About Business Development

by Valerie Goodman To really under understand what successful business development is, one must understand what it is not. Here are our top five myths about business development. Myth #1:

What She Said – Putting Testimonials to Work

One way to establish trust in the early phases of the business development process is applying “what she said”, or, putting testimonials to work on your firm’s behalf. Many firms

Dancing With The Stars and Client Retention

Which of the four personality types are you trying to tango with? For those focused on accelerating new business and client retention, Dancing With the Stars, “Which of the four

4 Secrets to Accelerating Growth

In order to practice the 4 secrets to accelerating growth, using our one-page-strategic-plan becomes key. As practice areas, offices and cross-specialties groups build this approach into their firm culture, they

Have You Been Told to Grow Your Practice? – Origination Credit

As competition for legal services increases, non-equity partners are being challenged to “grow your practice.” In more and more firms, marketing and business development efforts are being intensified and carefully

90% of Marketing is “Half” Mental

Yogi Berra’s famous quote, in it’s modified use, addresses the most important aspect of marketing and accelerating new business development. Ultimately it is the attorneys and paralegals that will drive

Are Hamsters Running Your New Business Strategic Planning ?

New business strategic planning is the process by which an organization’s leaders define and implement the plan needed to achieve the firm’s fundamental purpose — successfully solving problems and preventing

Why Focus on Your Client's Bottom Line?

Accelerate Your Business Now – Chpt.3 Note that these 12 Practices from 36ixty [brand, leadership, strategy, communication, team, core message, marketing, sales, customer experience, revenue and systems] break down into

Is Your Firm in the “Accelerator Zone”?

  Acceleration is about generating new business development successfully in less time. In order to enter the “accelerator zone”, one must first understand what happens when you are not in