Let’s be honest, most lawyers want the business development process to be more like a sprint to the winners circle. But the reality is that the winner’s circle is reserved for the slow and steady. THAT is not what you wanted to hear, I’m sure!

The fact of the matter is that CONSISTENCY is a silver bullet. Yes, a slow silver bullet! You see, many are looking for the right tool… SEO, Google Ads, social media, blogs, You Tube channel, articles, networking, etc, etc, etc! But these are simply tools, just like your phone is a tool. Your phone, . . . [more]

Recently, I’ve heard from more and more clients that they’ve been contacted by a website and digital services provider offering to not only build them a new website but to provide content for the blogs on their site. Now, I could write a whole article on their websites, pricing model, quality of usability and practice of “re-renting” websites (including the content), but that will need to wait for another day. What’s really on my mind is the trend towards the “ghostwriting” of lawyer blog posts that we’re starting to see here in Canada.

In this instance, “ghostwriting” is whereby a . . . [more]

I still love advertising. Even with its diminishing popularity, particularly in print form, creating beautiful ads that pack punch for clients makes me happy. We’ve had clients frame our ads, float them around the firm, send home clippings of their announcement ad, and we’ve had several posted to social media sites just for fun. What’s not to love?

My suspicion is that there is more care going into law firm advertising. That’s only an empirical observation, but I do believe there are fewer lawyer-produced (or directed) ads getting published lately. Just as you can spot a contract that was torn . . . [more]

That headline sounds like heresy coming from someone who runs a legal marketing agency for a living, but hear me out.

Try as I might to remain benevolently immature until the end of my days, there are some telltale markers of adulthood (nay, perhaps even middle-age) creeping into my subconscious of late. There are external indicia of course – one’s offspring earnestly advising how fat and bald you are, strangers calling you “sir” straight to your face with nary a hint of sarcasm – but I purposely adopt a stance of willful blindness regarding those. No, what I notice now . . . [more]

People are always looking for a way to do business development in the summer that is fun and ensures ample time to get to know your client or potential client better. For decades that has been done on the golf course. It is often said that if you can spend 5 hours on the golf course together then you won’t mind working through the details of a transaction.

But not everyone likes golf and certainly not everyone is good at golf.

The sport of cycling has steadily been growing in popularity for the last number of years. Maybe it was . . . [more]

If a client asked you what else your firm is good at besides the services you provide, would you know what to say? If they had a legal problem outside of your expertise, would you know who in your firm could help them? If your answer is “Of course!”—put it to the test.

At a recent law firm retreat that I facilitated, we did an exercise where the lawyers had to tell the rest of the group something about themselves (professional, not personal). The most common reaction was, “I didn’t know that!” The conversation in the break afterwards was electric: . . . [more]

Any good marketing and business development plan includes not only strategies for attracting new clients, but also strategies for ensuring that your current clients have an exceptional experience with your firm so that they will return to you for their future legal needs and refer other potential clients to you. But the mere fact that an existing client hasn’t gone elsewhere doesn’t mean that you’ve delivered that kind of client experience.

Take a look at a few lawyer websites, brochures or other marketing materials and you’ll see claims that lawyers are “client-focused,” and that they provide “excellent client service.” And . . . [more]

The business of law is increasingly competitive and success requires us to challenge long held beliefs that could be hurting your practice. See how many of the following myths you’ve been holding on to and consider if you’re ready for a new perspective.

1. I know my clients well enough – Surveys and client interviews tell us differently. The gap between what a lawyer knows about the client and what the client reveals to a third party (best if it’s someone other than the client’s lawyer) varies, but the gap is ever-present. The gap in and of itself is not so

In September, 2008, the Association of Corporate Counsel (ACC) formally launched its “Value Challenge” initiative with a goal “to reconnect value and costs for legal services.” At the time, many in the legal media declared that this would be the beginning of the change in the way law firm’s act as a business. They predicted that we would soon see the mass implementation of alternative and fixed fee arrangements, lowering of costs and increased efficiency. We’re five years on and there has not been nearly the movement the ACC had hoped, especially in regards to Canadian firms.

And so, it . . . [more]

Are you in a rut? Are you just going through the motions of your business development? Are you not seeing results? Are you overwhelmed and going in too many directions? Maybe it’s time to take a closer look!

At the end of EVERY week reflect on your performance and results of the week. Here is a list of eight questions to ask yourself…

1. Was your client service so solid that your clients will give you more work?

2. How many referral sources did you reach out to this week?

3. Did you do something to develop a relationship this . . . [more]

Once upon a time there were two law firms, both founded in the same year. As they struggled to build their clientele, they both realized that they needed to build an image as well. At a partners’ meeting, Law Firm A debated the image issue at great length, accompanied by rhetoric that would make a seasoned juror weep. Eventually one-third of the partners decided they didn’t want any part of the discussion, another third was vehemently opposed to anything but the most conservative image, and that left a few mavericks bound and determined to “take this firm into the 21 . . . [more]

To be an effective networker, you need to find good contacts and then develop relationships with those contacts. Many lawyers have extensive contacts lists, but they don’t manage their contacts or use their lists to their full advantage.

One tool to help you find and manage your contacts and build relationships is LinkedIn. LinkedIn is a business networking site that has made a number of major changes in the past year or so, including changes to LinkedIn Groups, the introduction of Showcase Pages as sub-pages for LinkedIn Company Pages, and changes to LinkedIn Profiles. But Contacts are . . . [more]