Quick Links
Client Development Articles
|
Practical Tips For How And Why To Use Social Media What is social media and why should it matter to you? It is really pretty simple; social media, blogging, podcasts, and webinars are “tools” that enable you to become visible and credible to your target market and referral sources and enable you to build, maintain, and expand relationships. Potential clients will also more likely find you if they search your legal specialty on Google. |
|
Practical Success The game plan for successful client development is having the clients come to you. In a world where law firms and lawyers look alike, how can you stand out from the crowd? |
|
Client Development - In a Nutshell Clients are a lawyer's most important asset. Yet, many young lawyers do not know where to start. I have some thoughts I call client development in a nutshell. |
|
Avoid Bush League Mistakes When I was playing baseball we used to refer to those who were not at the top of their game as "bush leaguers." Here are some bush league mistakes lawyers make in client development. 1. They lack integrity and credibility... |
|
Marketing Differentiation On their web pages, in their brochures and, most critically, in the eyes of potential clients, most law firms look alike. To successfully distinguish themselves from their competitors, law firms should heed the dictates of legal marketing experts. |
|
TOP 20 IDEAS TO IMPROVE CLIENT SERVICE 1. Learn about the client's company, business and industry at your expense. 2. Identify clients' needs that have the greatest impact on their business success and develop a solution to meet those needs. 3. Ask clients to identify their objectives before beginning work and then develop a plan to achieve those objectives...... |
|
Some Thoughts on Work-Life Balance and Client Development Recently I had the opportunity to speak to the women lawyers in a medium sized firm. Prior to speaking to them, I asked them to give me 1-3 questions I could help answer for them. Many of the questions I received focused on work-life balance. Many others focused on how to develop clients. I thought it might be helpful to others if I shared my thoughts on these two important topics. |
|
Foundation - A Personal Practice Marketing Philosophy Marketing is about connecting. It isn't about activity, or brochures, or ads, or even visibility. All those can play a role; but marketing is about making contact with those who will take your practice where you want to take it. So, when we talk marketing philosophy, it is far from an esoteric discussion. We're talking about what lies at the heart of a quantifiable, effictive, and efficient approach to growing your practice. |
|
Energizing Associates for Improved Client Service As I travel around the country I find fewer instances where young lawyers are excited about their firm, the work they are doing and their future. Law firms need to address this issue because it will ultimately impact client service. |
|
Important Points on Client Development It takes a lot more than being the best lawyer in town to become a rainmaker. Client development demands focusing on your client's needs instead of your own and branding yourself as a lawyer who is distinguished from - not merely better than - the competition. |
|
Building Client Relationships I have frequently wondered why Super Bowl winners struggle the next year. In 2002, the Tampa Bay Buccaneers had a spectacular season, culminating in a 48-21 rout of the Oakland Raiders. In 2003, they did not even make the playoffs. In fact, the Bucs ended the season with a losing record. They were the second straight Super Bowl winner - 11th overall - to fail to make the playoffs the following season and the sixth that followed a Super Bowl victory with a losing record. So, what accounts for this phenomenon? |
|
Client Development Coaching for Young Partners Most lawyers my age never had coaching on client development when they were young partners. So, naturally many ask why it is important for young partners now. There are several reasons. First, developing business now is way more challenging than it was 25 years ago. The competition is greater, client expectations have increased and the time available for business development has decreased. |
|
Law Firm Attorney Development Program n the book Aligning the Stars, the authors, Jay W. Lorsch and Thomas J. Tierney point out that: "Starmaking" is more important to a firm's long-term success than "rainmaking." Talent is the only source of a firm's competitive advantage. |
|
Some Thoughts on Differentiation When I was a practice group leader with Jenkens & Gilchrist, I frequently read books and professional journals on marketing and other issues that affected my construction and government contract law practice group and my firm generally. A few years ago, I read several articles on marketing professional services by differentiation that caused me to wonder if my practice group and firm were conducting their marketing efforts consistent with the suggestions and if we not, should we consider the suggestions. |
