Over the last two decades there has been a proliferation of practice groups at most firms. Some are practice-specific, fewer are industry-focused, and some exist to garner budget money. While practice groups are a meaningful...more
In the complex landscape of modern law firm businesses, certain departments shine brightly while others linger in the shadows of misunderstanding. Among the latter group, the Marketing and Business Development Department...more
Building business is about building relationships. Every lawyer knows business development is an important part of being a member of the firm. And most understand relationships matter. But what to do and what to say is often...more
Despite COVID-19’s business interruption, competition continues, and the challenges facing a mature legal industry continue. Challenges historically present new opportunities. One of those opportunities is to examine the...more
A question for firm leaders: If there were a way to quickly establish relationships with buyers at companies desired as clients, expand work at existing clients, collapse the sales cycle, increase top-line revenue, take some...more
Whether it’s COVID-19 or another current pressing issue that provides a firm’s lawyers with an opportunity to reach out to clients, be mindful to differentiate your firm from others who are delivering similar messaging. We...more
I was speaking with a sales person from a law firm a few weeks ago who told me the firm opened a new office in a new jurisdiction in the U.S. and their concern was about whether or not they will be able to attract talent and...more
At a recent meeting of about 20 mid-size to large firm managing partners, someone asked, “What do you consider the most important success factors for your firms’ CMOs? I’d like to communicate these to our CMO so she has a...more
I’ve written about bios before and just yesterday was reminded that they still remain one of the most powerful marketing communications tools one has, and yet often seem to be at the bottom of the heap when it comes to...more
Building and maintaining relationships is what sales is all about. It’s doubtful any business person would disagree. Further, maintaining relationships with good contacts, prospects and clients requires constant nurturing and...more
Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development. They forget to ask for the business. My client, a young partner with an outstanding book of...more