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Archive for the ‘Legal Marketing’ Columns

Social Media: Shiny Bauble or Strategic Tool?

Most mornings you can’t wake up without seeing them: LinkedIn, Facebook, Twitter and Google+, Pinterest, Digg-It and Youtube. Chances are one or more of these sites are lurking in your e-mail box, what’s more, it’s likely the same for your clients as well.

You don’t have to admit it aloud, but do you recognize moments of panic? “I’m not on twitter! Everyone’s on twitter! Must…tweet…!!!” Or “I’m not on Google+! I need to be on Google+ or I’m not in the game!”

And doesn’t there seem to be a universal law that a new social media platform –infinitely crucial to . . . [more]

Posted in: Legal Marketing

Legal Business Development: Be a Master Relationship Builder

Few would argue that the core of legal business development is… relationships. How you build them, nurture them and value them is the difference between lawyers who are serious about building a successful practice, and others who just give it lip service. Sure it’s easy to meet people but the question is… what do you do with that introduction? Inc. Magazine contributor Minda Zetlin looks inside the success of Mobile Deluxe, a tremendously successful gaming company, to examine founder Josh Hartwell’s secrets to becoming a master relationship builder. Zetlin explains…

How did Hartwell launch a successful mobile gaming company–with no . . . [more]

Posted in: Legal Marketing

Why Survey Clients? Why Not!

Law firms have a tendency to measure effectiveness of a marketing activity by whether “we got a file from it”. This is an inaccurate measure for several reasons, the most obvious of which is that few firms record how a file came to them.

If you’re going to invest time and resources in marketing initiatives, they should enhance at least one of the four Rs—reputation, revenue, referrals, and retention. Clients choose lawyers by their reputation, so reputation enhances revenue. Clients also choose lawyers on the recommendation of another advisor, so referrals enhance revenue and reputation enhances referrals. Clients leave lawyers . . . [more]

Posted in: Legal Marketing

Are in-House Lawyers Influenced by Social Media?

The results of the 2013 In-House Counsel New Media Engagement Survey conducted by GreentargetInsideCounsel and Zeughauser Group in February 2013 reveal that among the 379 in-house counsel who responded, social media use and consumption of information on mobile devices are on the rise.

Here’s a breakdown of some of the results and what lawyers can do to get the attention of in-house counsel online.

Most Popular Media for In-House Counsel

LinkedIn, the “professional network,” is the one in-house counsel turns to most to obtain information and to expand their professional contacts. Two thirds of all respondents . . . [more]

Posted in: Legal Marketing

The Professional Business Plan

Many professionals find developing a business plan a daunting and somewhat scary thing to do. In law, so much of what a professional does is taught and yet one of the most important parts of practice – finding and keeping clients – is not. Lawyers like things that are definable and business plans can be made to be just that.

If we break down a business plan to its simplest form, there are three areas: Objectives;
Strategies; and Action Plans.

Well conceived Objectives will help focus towards specific results, provide targets, define success, minimize subjectivity and establish a framework for . . . [more]

Posted in: Legal Marketing

“Be the Change You Want to See in the World.”

“Be the change you want to see in the world.” Gandhi’s words could be women lawyers’ “call to arms.”

Over the past few months, the conversations regarding the challenges that working women face have been loud… but maybe not so clear. Articles like… Atlantic Magazine’s, “Can Women Have It All? and The Wall Street Journal’s, “The Tyranny of the Queen Bee”, seemed like the opening act for the launch of Sheryl Sandberg’s well-publicized book, “Lean In.

Unfortunately, the message is often lost on those complaining and whining—and even Sandberg’s encouragement is . . . [more]

Posted in: Legal Marketing

25 Tips From the Best in Legal Marketing

More than 1200 legal marketing professionals gathered in Las Vegas for the industry’s largest conference earlier this month. This where marketers with a shared obsession for business development and client retention, sharpen their skills.

Here are the best nuggets from the sessions I attended:

  1. Client focus simply defined: always doing what’s best for the client.
  2. Understanding the client’s business means being responsive because you understand (and share) in the urgency, follow client directions and never, ever, undermine general counsel.
  3. Business strategy knowledge includes understanding the products, competitors and their geographic market.
  4. Law firm client relationships are stickier than first thought
. . . [more]
Posted in: Legal Marketing

Is the “Professional Network” Becoming More Social?

In December, fellow Slaw marketing columnist Doug Jasinski wrote a great post about LinkedIn’s new makeover. His post walked you through the Skills and Endorsements feature (that LinkedIn is placing a lot of emphasis on), and the new look for LinkedIn Company Pages, with their new large image-based banner and prominent status update box.

But there have been even more changes to LinkedIn’s platform that may have gone unnoticed, particularly in the legal community. These changes are making LinkedIn more interactive, and more akin to other, more ‘social’ networks.

Sharing Options

In the past, publishing Updates to LinkedIn was largely . . . [more]

Posted in: Legal Marketing

Is It Time for a National Retail Law Firm?

I came into the legal profession in the early 1990’s, just as the age of the “national” law firms was dawning. The big downtown Vancouver firms of my formative years – all independents – were soon swept up in a maelstrom of merger mania with their equivalents in Toronto and Montreal. When the dust settled a few years later, we had the basic framework of the large law firm landscape that has prevailed in this country for the better part of the past two decades. In the ensuing years the nationals built out their networks with offices in Calgary, Ottawa . . . [more]

Posted in: Legal Marketing

The Dreaded Promotional Package

Many marketing professionals have been in a situation where they are packed up and leaving the office when a partner comes by and says they need a promotional package for a perspective client they are meeting first thing in the morning. Generally what will happen is the marketing person will sit back down at their desk and put together a package of material, much of which is available on the website, so that the partner has something to give to the client as a take away the next morning.

Funny thing is, potential clients don’t want it.

Often, not always, . . . [more]

Posted in: Legal Marketing

Know What You’re Selling

Lawyers’ eyes usually glaze over when marketers talk about the six Ps of marketing: Product, Position, Package, Promotion, Price, and Place. You can’t sell legal services the same way you sell soap, they declare, because the products are different. 

OK, so how would you define your product?

That’s where the fun starts. The usual first words are some combination of the three E’s—education, expertise, and experience. Well, the fact is, while each of these has a role in making a good lawyer, none of them is actually the lawyer’s product. Education is nice to have and it makes your mother . . . [more]

Posted in: Legal Marketing

Legal Business Development: Lessons From a Consumer Brand Expert

What can legal business developers learn from a consumer brand expert? Quite a bit, actually, Forbes Magazine contributor Patrick Spenner points out in his article that engagement is important… but that the new frontier in 2013 for consumer brands is… SIMPLICITY. How simple can we make it for a customer to make a decision to choose you? 

As you know the legal profession is behind when it comes to adapting to trends… some lawyers are still not convinced that market engagement is a worthy goal. If you are one of the believers, then you know that market engagement matters! If . . . [more]

Posted in: Legal Marketing