Are You Reading These Posts?
Life’s short. You’re busy. I sort through countless law marketing and business development blogs every day to find the post that will help you market your practice, plan for the future, stay ahead of trends, increase your value to clients, and more. So you don’t have to. Are you reading these posts?
Active Listening Is More Than Just Paying Attention…
With an ever-increasing number of communications channels – like email and voice mail and texts for starters – the importance of listening has never been more, well, important, writes Kevin McMurdo in From Sponge to Trampoline: Putting the “Active” in Active...
read moreBusiness Developers: Luck Is Not a Good Strategy
Successful business developers have a habit of making themselves lucky, writes Eric Fletcher in 5 Things Rainmakers Do That Put Them In The Right Place At The Right Time, but little of their success actually stems from luck:“In fact, the epitome of strategic business...
read moreFor Lawyers, Time Isn’t Money: Relationships Are
The secret of successful rainmakers, writes “The Mad Clientist” Michael Rynowecer, are successful relationships. Because selling doesn’t make clients want to work with you time and time again, to refer you to their friends and peers, to let you be more than a...
read moreEight Reasons Why Client Feedback Is Da Bomb
You might think you know how clients view your firm, writes Jim Pagliaro in Eight Ways That Listening to Clients Will Improve Your Law Firm and Add Value to Your Client Relationships. You might think you know how your firm looks from the outside. You might even think...
read moreSuccessful Networking Hinges on Follow-Up
Networking is not a race, writes Cari Twitchell in An Essential Networking Ingredient: Followup. Not even a marathon. It's an exercise in building relationships, and that takes time, and it takes effort, and most of all, it takes focused and methodical follow-up: One...
read moreIs the Lack of Cross-Selling at Your Firm Your Fault?
Ever wonder why there's not more cross-selling at your law firm? The answer might be staring at you in the mirror, writes Tom Kane in Is the Lack of Cross-Selling Your Fault?"Are you to blame for the failure of your partners to cross-sell you to their client contacts?...
read moreThe Client Is Always Right. Even When They’re Wrong…
It's not always easy to listen when your client complains about the service you provide, writes Ary Rosenbaum in Don't Ignore Your Client's Complaints. But it's always necessary. Because not listening says that you don't care, and when your client hears that, the end...
read moreThe Golden Rule of Lawyering: Do Unto Clients…
Want to be a better lawyer? Walk a mile in your client's shoes, writes Sally Schmidt – legal marketing consultant AND business owner – in Walking in Your Client’s Shoes, before listing handful of cardinal sins that she's seen over the years. Think of them as a...
read moreYour Clients Don’t Need You To Explain The Law
Your clients don't need you to explain the law to them. They need you to explain how the law affects their ability to do business. Anything else, writes Olga Mack, Head of Legal at ClearSlide, in The Art and Science of Being Useful to In-House Counsel,doesn't do much...
read moreLawyers: Would Your Own Mother Read Your Content?
Is your writing so filled with jargon, so dry, so "cure-for-insomnia boring" that your own mother wouldn't read it? You wouldn't be alone if it were, writes John Byrne in Lawyers: Want Your Content Read? Follow These 7 Tips! Fortunately, you can get your mom sharing...
read moreDo You Know If Your Client Is Changing Lawyers?
It's true that a client can fire her lawyer for any number of reasons. But most of the time, writes Pam Woldow in How You’ll Know When Your Firm’s Been Fired. you won't see it coming. That's because she probably won't ever come out and say that you're going to lose...
read more“Client Focus” Is In The Eye Of The … Client
There's only one way to give your client she expects, writes Gina Rubel in How In House Counsel Defines Client Focus. You ask her:The phrase “client focus” can take on many meanings for lawyers. [...] One thing is certain, it is important for every attorney to ask his...
read moreDo You Hear What Your Client Isn’t Saying?
It's important to listen to everything your client tells you. But, writes Michael Rynowecer in 13 Unspoken Rules of Client Relationships, it's probably more important that you hear what she isn't saying. Because you need to follow the same unspoken rules that your...
read moreThe First Step in Marketing: Identify Your Ideal Client
Writing your marketing plan? Identify who you want to work for before you decide what you want to say and where you want to say it, writes Sam Glover in Let Your Ideal Client Guide Your Marketing Strategy. And he's right: if you're marketing your practice without a...
read moreWant To Add Value? Stop Talking About The Law
"I suppose it is tempting, if the only tool you have is a hammer, to treat everything as if it were a nail," wrote Abraham Maslow in The Psychology of Science. For lawyers, that often translates into talking about the law, about legal issues, about rules and...
read moreAre You Cross-Selling? Or Just Sharing Space?
It's not all that surprising that more lawyers don't cross-sell (just ask Dan Hull). But it's good for you. And not coincidentally, it's good for your clients too, when you do it right.But knowing that doesn't fix the problem. You need to make time to get to know your...
read moreGood Writing Is Good For Business
While readers may forgive a grammatical error, a run-on sentence, or even a typo, they're likely to find your work less professional, less organized, and most importantly less valuable when they do. That's what journalism professor Fred Vultee found when he asked...
read more3 Reasons People Will Read Your Post: The Title, The Title, & The Title
But don't take my word for it. Hear what Adrian Lurssen, co-founder of JD Supra, journalist, and content marketing strategist, has to say:[Link: How to Write Titles That Get You Noticed and Read]Watch the clip. Then start writing titles that tell people why they need...
read moreCollaboration Is The Future of Growth
Want to grow revenues, make your clients happier, and gain a competitive edge? Collaborate more with your partners, writes Heidi Gardner in When Senior Managers Won't Collaborate: Firms that are landing the highest-value work are focusing more on integrating than on...
read moreThe First Rule of Innovation: Identify Your Client’s Problem. Then Solve It
Looking for innovation in the legal profession? Look no further than Mark Harris, founder of Axiom Law: “The incumbent model is largely artisanal,” said Harris. “It’s perfect for novel challenges that are irreducibly complex, but it’s not necessary for the bulk of...
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