Business Development Marketing

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Million Dollar Martini: How to Shake Up Your Network and Mix Up Big Deals

You’ve taken the traditional marketing routes: ads in the local paper, perhaps a quick spot on the radio or a basic web page. But, how do you mix in that extra ingredient that will put your company on top? What can push your...more

How to Ask for Work

“Teach me how to close…I need help with ‘the ask’.” This a common request from many of my new coaching clients. Many come to me with reasonably healthy lists of good quality contacts. They seem very well connected, go to...more

Is It Time for Marketing and Business Development Courses in Law School?

Why don’t more law schools offer courses that teach the basics of branding, marketing and business development? This would have been unheard of fifteen years ago (when I first joined the legal industry), but today . . . only...more

Law Firm Business Development: Should you conduct a Go-To-Market Assessment?

Is your firm missing its revenue targets? Is firm leadership struggling with marketing and business development investment decisions? Is it clear to the lawyers what the marketing and business development department can do...more

The ONE Thing You Must Do In Your Practice Every Day

You already know that you have to turn on the lights in your office. You have to turn on your laptop. You have to wake up the copier. You have to pay your bills. …and dozens of other duties that...more

JDB 085: Proven Strategies for Getting Clients NOW!

My practice is proof that creating a robust content marketing strategy and then following through on it can be very effective and profitable in building a law practice. But it takes time – a lot of time. And when bills...more

Your Solo Law Practice Can Compete Against Big Budget Law Firms

I regularly speak with solo and mid-sized firms who feel they won’t be able to compete against those who have large marketing budgets. This concern is more than understandable. It is, after all, intimidating to think...more

Law Firm Business Development: What Do You Mean by “Marketing”?

The vast majority of our clients devote a certain amount of non-billable time to “Marketing.” The amount of hours vary from firm-to-firm, but are usually around 10% of total billable hours on an annual basis. In many cases,...more

Established Industries; Reverse Approach

You know that ultra-confusing quote that states “the more things change, the more they stay the same?” Think about it for a minute in terms of stenography and marketing....more

Cross Selling Sucks. Here Are 18 Reasons Why. (Part 2)

This is the second part of a two-part post describing why Cross Selling (or “cross-marketing,” or “cross-servicing”) is much more difficult than most professional-services firms believe. Below are additional reasons...more

Splitting Hairs on Marketing ROI

Numerous times in the past I have been asked to weigh in on marketing’s impact on business development. And, while instances certainly do occur whereby clients specifically cite reading a blog post or seeing a name in the...more

JDB 067: What Dave Ramsey Taught Me About Building a Better Law Firm

I recently had the opportunity to attend the Bankruptcy Leadership Summit that is put on by Dave Ramsey in Nashville, Tennessee. The conference is geared towards helping bankruptcy lawyers build and run a better law practice...more

Levi Strauss and Auditing of Third Parties

Today we celebrate innovation. On this day in 1873, a patent to create work pants reinforced with metal rivets was granted. This marked the birth of one of the world’s most famous garments: the blue jeans. Jacob Davis, a...more

Lawyers in the Problem-Spotting Business

During the 2015 Legal Marketing Association Annual Conference, keynote speaker Daniel Pink discussed many themes related to the role sales plays in the lawyer-client relationship. For decades, lawyers have pushed back...more

Rethinking Blogs

I’ve been spending a lot of time thinking about blogs – a topic sure to inspire guffaws from a generation older than mine and a word that is quickly becoming dated to a generation younger than me. Blogs began as...more

Search Queries and Link Building Opportunities for Lawyers

Finding sites on the web for link building opportunities can be tricky. Lawyers might have an idea of what organizations or individuals they want to target but not know how to find a good list to work from. Google has a lot...more

Big Data? How About No Data?

There’s a joke that 50 percent of marketing is effective, we just don’t know which 50 percent. The joke is even more exaggerated at large law firms, which tend to overlook marketing and business-development metrics....more

We Prefer A More Subtle, Delicate Approach

For those of you who have been with us since the beginning of this wonderful collaboration of legal and marketing types, known as DuetsBlog, you also know we have a mascot dubbed Duey — he’s depicted in the squirrel graphic...more

Can You Believe Internet Marketing Firms?

A provocative question to be sure--- This is what I have concluded--Internet Marketers Lack an Understanding of What They Sell. Oh sure, the CEO, designers and technicians may have incredible skills and have spent hours...more

VIDEO: Top 10 Law Firm Website Cliches to Avoid at All Costs!

Here’s a 4-minute excerpt from one of Ross Fishman’s most-popular speeches, discussing the most-prevalent and unfortunate cliches law firms use on their websites, advertisements, brochures, newsletters, and other marketing...more

“Your CMO is stupid. So hire us.”

OK, that’s not precisely verbatim, but that’s what this ad seems to be saying. Wow. Here’s an ad for a B2B marketing company that’s been running lately in Chief Executive magazine: Stein AIS Marketing Manatee Ad...more

Should we offer our lawyers marketing training?

Most marketers and marketing committee members routinely attend high-quality marketing programs. It’s so much a part of the job description that it can be hard to remember that most lawyers rarely get any sort of...more

I’ve never seen business cards distributed like THIS before.

I was walking through a large public parking lot recently when I passed by this car with a magnetic sign on the door selling Pre-Paid Legal Services. Mildly interesting from a marketing perspective, it was a nice...more

Abe Lincoln’s 25-cent marketing speech

We’ve all seen the 1858-59 print advertisement where Abe Lincoln announced the formation of his new law firm, Lincoln & Herndon in Springfield, Illinois. But did you know that Abe Lincoln also gave marketing and...more

Why Law Firms Are Starting to Think Like Media Companies  [Video]

May 27, 2014 (Mimesis Law) -- John Corey, founder and president of Greentarget, talks with Lee Pacchia about the recently released 2014 Digital and Content Marketing Survey conducted by Greentarget in conjunction with The...more

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