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Archive for ‘Practice of Law: Marketing’

When a Key Partner Leaves: What It Takes to Keep Clients

When a key partner in a large law firm moves to a competitor, do his or her institutional clients tend to leave too? The answer might depend on how much internal conflict there is at the firm left behind.

Michelle Rogan of INSEAD recently published ground-breaking research of the relationships between large, multi-unit advertising agencies and client firms. These relationships are very similar in structure to those between law firms and institutional clients, where services in several areas of professional expertise are provided through personal connections developed over time.

Most of us believe that the more ties between people at . . . [more]

Posted in: Practice of Law: Marketing, Practice of Law: Practice Management

Having Fun With Nostalgic Marketing

What is it about summer that makes us so nostalgic? I spend a lot of time between June and September wishing I was hanging out with friends or family in Saskatchewan, even though I have a perfectly nice life in Vancouver. I’ll respond positively to almost any marketing message reminding me of long, carefree days when my only concern was how to sneak another piece of Saskatoon berry pie without my mother noticing.

Nostalgia has a special place in marketing and public relations. It appeals to our need for safety and security. It helps us feel connected to each . . . [more]

Posted in: Practice of Law: Marketing

The Value of Collaborative Networks

I’ve sung the praises of inter and cross-sectoral collaboration here and here in terms of addressing the gaps that exist in access to justice across the country. But recently I was reminded again of the value of collaborating within my networks of legal colleagues across the country.

Wearing my Canadian Lawyers Insurance Association risk management hat, I met last week with legal malpractice insurance program directors and staff from across Canada. This group meets in person at least once per year and I always leave that meeting with pages of notes and numerous good ideas. Our in-person meetings provide opportunity . . . [more]

Posted in: Practice of Law, Practice of Law: Marketing

Dress Down for Success

Most of us have heard it over and over and over again – you need to dress for the job or the position that you want. Silvia Bellezza et al. describe this phenomenon in the June 2014 issue of the Journal of Consumer Research,

In both professional and nonprofessional settings, individuals often make a significant effort to learn and adhere to dress codes, etiquette, and other written and unwritten standards of behavior. Conformity to such rules and social norms is driven by a desire to gain social acceptance and status.

What they don’t tell you is the exception to . . . [more]

Posted in: Practice of Law: Marketing

Are You an “Invisible”?

Do you avoid self-promotion? Do you grimace when others go on and on (and on) about their accomplishments and activities? You might be an “Invisible”.

In his new book, Invisibles: The Power of Anonymous Work in an Age of Relentless Self-Promotion, writer David Zweig explains why some people shun the spotlight while others aggressively compete for centre stage.

Quoted in an interview with Maclean’s Ken MacQueen, Zweig says that “Invisibles” are driven by “a strong sense of responsibility, a meticulous attention to detail and an ambivalence about recognition.” He adds that “they find their reward through work itself” and . . . [more]

Posted in: Practice of Law: Marketing, Practice of Law: Practice Management, Reading

Where’s the Lawhacker Website?

I am an avid reader of the website Lifehacker. Every day, there are new posts on an incredible range of topics with the single goal of making life easier. Yesterday, for example, there were hacks on communicating with seniors, peeling hardboiled eggs, getting roadside assistance for your bicycle and applying the GTD philosophy in dealing with your emails.

Lifehacker absolutely lives up to its motto:

Tips, tricks, and downloads for getting things done.

I’ve noticed that Lifehacker has a way of pinpointing issues in my daily life that I’ve not yet identified as issues, and in many cases, . . . [more]

Posted in: Practice of Law: Future of Practice, Practice of Law: Marketing, Technology: Internet

Giving, Taking and Getting Ahead

Spring has sprung here in Vancouver with its bounty of networking events and opportunities to reconnect with colleagues.

In between fun appointments in my social calendar, I sat down to read “Give and Take” by Wharton business professor Adam Grant. If you’ve ever felt anxious about networking, skeptical about selling your services or burned out from fielding non-stop requests for help, this book is for you.

Most of us have been taught to view networking as a zero-sum game where people act in their own self-interest; I’ll do a favour for you with the expectation that you’ll . . . [more]

Posted in: Practice of Law: Marketing, Practice of Law: Practice Management, Reading: Recommended

Canadian Law Firm Brand Index 2014 From Acritas

On April 10 UK-based Acritas legal market research company released its Canadian Law Firm Brand Index 2014. The index was derived from impressions of large corporate clients:

The Canadian Law Firm Brand Index 2014 was compiled from the unprompted responses of 191 senior general counsel in Canadian organizations with revenues over $50M who, as part of Sharplegal 2013 research, were asked about their awareness of and favorability towards law firms; their consideration of firms for top-level litigation and major M&A; as well as their use of firms for high value and inbound work. A further 77 senior in-house counsel

. . . [more]
Posted in: Practice of Law: Marketing

From Perogies to Law Trucks – With Love

Maybe it’s something that happens to your brain at 5,000 feet above sea level. Maybe it’s the fresh mountain air. Or maybe it’s the frontier, no-one’s-gonna-help-me-so-I-just-gotta-do-it-myself, spirit of the West. Whatever it is, some of the most entrepreneurial Canadian lawyers I’ve met to date, are from Calgary.

Over and over again I’ve heard that if you have a great idea in Calgary, you can find partners to help make it happen.

We live in an age of cloud computing, greying of the bar, and underserved populations living on mobile devices, and many of us have also been commenting on the . . . [more]

Posted in: Practice of Law, Practice of Law: Future of Practice, Practice of Law: Marketing, Practice of Law: Practice Management, Technology, Technology: Internet, Technology: Office Technology

Four Basic Marketing Concepts Every Lawyer Should Know

I’ve noticed that a lot of lawyers are suffering from information overload in all the advice about what to focus on when building a practice. Clarifying basic concepts is a good place to start. And truthfully, it’s also a relief to simplify some of the jargon.

Here’s a guide to the four concepts that most lawyers and firms need to consider.

Who you are: your identity and brand

The attributes that describe who you are and what you have to offer are grounded in the concepts of identity and brand. Lawyers often feel anxious about marketing because so much of . . . [more]

Posted in: Practice of Law: Marketing

A Matter of Trust

What distinguishes a licensed, practising lawyer from another unlicensed legal professional?

Many will say that the answer is trust. The lawyer has duties and obligations to their client pursuant to a professional code of ethics and the profession’s regulatory scheme. A regulated lawyer has professional liability insurance coverage (mandatory in Canada) and is also “covered” for theft by their local compensation fund.

Clients can rely on those structures to protect them from lawyer’s mistakes, misdeeds and misappropriations. They can place their trust in their lawyer, and failing that, the lawyer’s regulator, liability insurer and compensation fund.

I was reminded of . . . [more]

Posted in: Practice of Law, Practice of Law: Future of Practice, Practice of Law: Marketing

Legal Thought Leaders Needed for Only $15,000

A few months ago I questioned whether there was any worth in a lawyer paying for an enhanced profile on legal lists.

I got a call recently that topped that concept.

The call was from a publisher in England. They started off by talking about their publication read by thousands of CEOs around the world. And an upcoming edition that was going to feature a global CEO survey on social media risk from a major accounting firm. They did their best to promote this as a high profile publication.

Then they said they wanted to do a companion article to . . . [more]

Posted in: Practice of Law: Marketing