News & Analysis as of

Marketing Business Development

Offering Joint Networking Training to Your Firm AND Clients

by Ross Fishman on

A friend asked how she could encourage her firm to market more closely and effectively with their financial-institution clients. My favorite way is offering joint marketing training. Banks like giving their young...more

The Role of Leadership in Law Firm Success or Failure

by Hayse LLC on

As law firms, big and small, continue to struggle, it begs the question, what is going on? And (more to the point) what can be done to improve a firm’s odds of thriving in this emerging marketplace. The answer to this...more

Five Common Mistakes Law Firms Make When Entering a New Market

by Hayse LLC on

A dynamic law firm growth tactic involves opening an office in a new geographic market. To move a firm into virgin territory requires careful thought about issues that go beyond simply hiring new lawyers. Indeed, expanding a...more

Law Firm Business Development:  CMO Success Factors

by LawVision Group LLC on

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

Law Firms Must Sell Services Better: Here’s Why and How

by Prosperoware on

Price Takers and Price Makers - The latest Am Law 100 survey results are cause for concern: at a mere 1.5 percent, the growth of revenue per lawyer is at its lowest in years. Combined with stagnant growth, work moving...more

Give your clients a football

by Ary Rosenbaum on

When I was in college and law school, I had this fancy leather bound DayRunner that had all my contacts, business cards, and notes. For 1992-1998, it was state of the art because I didn’t have the shekels for a Palm Pilot and...more

Unlocking the Value of Outside Marketing and Communications Agencies in LMA Mid-Atlantic Newsletter

by Blattel Communications on

Blattel Communications Senior Media Director Michael Bond authored the Legal Marketing Association (LMA) – Mid-Atlantic Region Newsletter article titled, “Unlocking the Value of Outside Marketing and Communications Agencies.”...more

What Job is Your Client Hiring You to Do?

by LawVision Group LLC on

My wife and I had a recent real estate experience that illustrates an underlying challenge for law firms when it comes to sustained innovation. A few years ago, to help our daughter while in med school, we purchased a...more

The Innovation Test

by Adrian Dayton on

Richard Susskind once said, “It’s tough to walk into a room full of millionaires and tell them they are doing it wrong.” Just look at Kodak, one of the most profitable companies in the world for a time. ...more

Consider the Content, But Don’t Forget the Packaging

by Blattel Communications on

In marketing and content promotion, any professional will tell you – almost reflexively – that packaging matters. This is true on two fronts: 1) protection and presentation of the product within; and 2) accessibility to the...more

Five Tips for Making the Most of #LMA17

by Blattel Communications on

Headed to the Legal Marketing Association Annual Conference 2017 in Las Vegas starting next Monday? Us too! Look for Blattel Communications Founder and CEO Ellen Blattel and President Traci Stuart. With the conference...more

Lawyers, To Build Your Practice, You Won’t Know Unless You Listen

by Nancy Myrland on

You’re excited, maybe even a little nervous. You finally have the opportunity to sit down and talk to that one person you want to get close to because you’d love to have him as a client. You know this person could be...more

Law Firm Business Development: Your Bio is Your Product Sheet

by LawVision Group LLC on

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

Be Yourself

by Jaburg Wilk on

If we all were the same, the world would be a boring place. This is a favorite saying of mine. And it's true. There always are "in" jobs and professions. I am sure most of us think of the tech space as in and seem impressed...more

The ReSET – Game On!

Rethinking How We Sell. This past month, we explored the challenges of perfecting your elevator speech and getting that next meeting. And the final column of the year struggled with how to make a business relationship more...more

The Top Ten Regulatory and Litigation Risks for Private Funds in 2017

Private investment funds and advisers are likely to face new regulatory challenges and increased litigation risks in 2017, not only because of a change in the administration, but also because many advisers have not corrected...more

Trust your sushi chef – and marketers.

by Ross Fishman on

[2017 update] I was in beautiful Vancouver, BC speaking to the Managing Partners’ Dinner of the BC Legal Management Association. After the program, one of the managing partners came up to me wanting to discuss his...more

Five Ways to Be a Better Blogger

by Blattel Communications on

It can be intimidating to stare at a blinking cursor trying to figure out how to start a blog post. Let’s say you made a resolution to really start blogging in 2017. Now the time has come to get going. If you are at a loss...more

Our Biggest Marketing Flop. (Updated)

by Ross Fishman on

Marketers like to argue which works better, Marketing or Sales. [2017 update] It’s like asking which is more successful, Nike, the classic marketing company, or IBM, the definitive Sales organization. Obviously, the...more

It’s the Most Wonderful Time of the Year for Business Development

by Pessin Katz Law, P.A. on

Let’s regroup after the holidays. Let’s give it some thought after the holidays. No one is doing much now, I will reach out after the holidays. I promise I am not a distant relative of Ebenezer Scrooge or...more

Making Your Website More Compelling – Where To Start?

by Apto Marketing LLC on

Testimonials.  You start with your best calling card – testimonials from good clients. If you’re in the business of providing a service that comes directly from who you are, and your expertise, being trusted by a potential...more

Law Firm Business Development: Leveraging All Opportunities

by LawVision Group LLC on

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

The Anatomy of Law Firm Pitches

by Timothy Corcoran on

A colleague recently posted in an online legal marketing forum, seeking advice on “best practices for pitching” for an upcoming partner training. Experienced legal marketers chimed in with numerous good ideas of what to do...more

Free Goldfish, Zebra Robes, and Law Firm Branding

by Ross Fishman on

[2016 update] I gave a “Branding, Differentiation, and Firm Culture” presentation in Seattle and the law firm put me up at the Monaco Hotel. I love all the quirky Kimpton family hotels. The rooms are all unique and...more

Lawyers: No Time To Create A Marketing Plan?

by Nancy Myrland on

It’s the end of November. For some of us, this means a change in seasons when the leaves turn color and fall off, and the air turns brisk. Things begin to change. We wear additional layers of clothing to accommodate the...more

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