“Set your business plan to win; raise the bar or you’re not going to be prepared.”
– Swizz Beatz

Anyone else working on their 2022 business plan? If you’re like me, you’re in the thick of it right now – pulling data, plotting year-to-date results, analyzing what’s gone well and what hasn’t, and reflecting on why certain things just couldn’t get done. Business planning can be motivating when the exercise is aligned to a clear and simple process.

Know your firm’s strategic plan inside and out – Marketing and business development are generally a focal point of a law firm’s . . . [more]

In over 30 years of working with law firms on improving productivity and profitability, I’ve seen countless marketplace surveys on the incredible value of client feedback mechanisms. In many instances it’s been labelled as one of the fastest and most effective ways to boost firm revenue. So, you’d think that law firms would be all over this business practice as a standard operating procedure. But…not so much. Two decades ago, law firm management expert Jim Durham conducted a survey of 100 MPs to see how many of their firms had client feedback programs. Around 20% of them did (or were . . . [more]

Persuasion and law go hand in hand with the use of language that is often very complex. Writing has long been a go-to option lawyers use to build their personal brands. Some of their writing is meant to be consumed by other lawyers while other content is written for client and business development purposes. Writing for a file, however, is very different than writing for business development. Below are nine tips for improving business development writing. Understanding these tips—and the differences in writing styles—will make writing for business development much easier.

1. Have a purpose: Create content that is useful and

“I’m glad I didn’t win it in an individual [event] because this just makes it 10 times sweeter knowing that I’ve accomplished this history with girls that are also making history.” – Penny Oleksiak, Canada’s Most Decorated Olympian

The 2020 Tokyo Olympic Games were full of lessons – ones of perseverance, patience, and teamwork. There were countless stories of teams having to adjust training schedules, transition to virtual coaching, manage endless health and safety rules, and more. Watching them rise to the occasion was inspiring and had me thinking about some of the obstacles that my own marketing and business . . . [more]

As I write this, there is a very positive look on where we will be in September. Many firms are looking to a new hybrid work model. Companies are doing the same albeit maybe a little later in the year. We have gone from jokes about touching our faces, to complete lockdown, to a progressive work environment many have been asking about for years.

What does this mean for your relationships with clients and co-workers? No longer will you have to meet on Zoom. It will be possible to meet for a coffee. Once again you may “bump” into someone . . . [more]

My son recently announced that the small law firm website design company he works for will be giving up their trendy office space in Vancouver’s Gas Town and permanently moving to a remote work environment. He was ecstatic, as he LOVES working from home. But my husband (a school teacher near retirement) insists that most workers prefer the sociability of a traditional face-to-face workplace and that despite expert predictions, remote work won’t be a serious thing after the pandemic. It made me wonder where law firms might fall on the scale. (I learned that the answer has significant marketing, HR, . . . [more]

I often think about how my role as a legal marketer draws a lot of similarities to the role of a lawyer. Legal marketers are driven by clients, are relied upon for our unique expertise, and our success is tied to positive outcomes and results. But, perhaps the most significant similarity is the simple idea that if you can build strong and trusted relationships with your clients, it can mean the difference between an ordinary career and one that truly thrives.

I canvassed some of my colleagues about how they perceived relationship building in our industry and how, in practice, . . . [more]

Over the past year, have you noticed your ability to chit chat has changed? Those conversations you have with someone in a store, with a server at a restaurant, or at a dinner party have all but gone away. Small talk is an important workplace skill that has many benefits. Yes, we are connecting with people virtually, but those conversations are different than when we are in person.

There have been many studies on the effects that the pandemic has had on people’s social skills. From a business development perspective, our ability to connect with clients and prospects is a . . . [more]

In March of this year, artist Mike Winklemann, AKA “Beeple”, sold a compilation of digital art for $69m through Christie’s. The artwork was comprised of 5,000 images, created daily over a 13-year period. Unless your firm is planning on investing in digital art anytime soon, why should law firms care about this sale? Because whether you are a Managing Partner or a Marketing Director, business strategy is about identifying important shifts in the marketplace BEFORE they are entirely relevant to your current business processes so you can determine if and how they might affect you and your client base in . . . [more]

I saw a version of this poster on LinkedIn a few months ago and it immediately resonated with me. I suspect many of my legal marketing colleagues would feel the same.

I often hear from lawyers that it’s difficult for them to find the time for marketing and business development and that they don’t know where to start. My response is almost always the same – start small, keep it simple, and focus on your strengths.

START SMALL

Or in other words, figure out what you can do in 0.1 (six minutes)

• Get online – Make a habit of using

For those of us that use Facebook, one of the fun features is Facebook Memories – those tidbits we posted or reacted to over the years that remind us of moments in time. A year into the pandemic, it is interesting to look back at our reactions to COVID-19 at the early stages. A lot has changed during that time: Zoom is now a household name; there have been fun viral moments like “I am not a cat”; and unfortunately depressing news about death and job losses. In many ways our priorities changed as we watched this unfold on the . . . [more]

Despite hiccups on vaccine receipt and distribution, we now know that by the end of the year, there’s a very good chance we’ll all be back to normal. That means there’s still another considerable block of time to get through first. We don’t want to be in either survival or neutral mode forever. So as we finish weathering this storm, what should law firm strategy look like for the remainder of 2021?

First and foremost, stick to your longer-term strategic plan. The point of a strategic plan is that it helps to guide a firm through the goods times, and . . . [more]