Over the past year, data has emerged confirming our long-held belief that corporate counsel are “hiring lawyers and not law firms.” We’ve always said private practice is a relationship business and that most institutional branding was not worth the cost absent solid personal selling and community/trade positioning by lawyers. This also point out why your […]
Not enthusiastic about signing a stack of printed holiday cards and thinking that an electronic one will suffice this year? You might want to consider the following: If your only relationship with someone is a digital one, an e-mail card is fine, according to what little research there is on this topic. If the recipient […]
Legal marketing spending has rebounded to pre-recession levels according to our new national survey of local and regional business law firms. Another key finding in the survey in which we sought to determine what marketing tactics work best and which are in decline in addition to spending patterns: law practices must effectively embrace digital promotion […]
Why should firms spends tens of thousands of dollars and hundreds of attorney hours year-after-year writing alerts, developing trainings and client seminars? Why discuss their client’s business strategy, visit client offices and tour client facilities? Add in the expense of attending the key meetings and trade shows their clients attend so they are fluent in […]
We have always found it curious that while our lawyers list ethics, pro bono, community projects and in recent years green initiatives as important aspects of their marketing message the law firm clients we survey never mention them as substantively affecting referrals and retention. A new study shows why this may be the case. We […]
It depends. Lawyers can build solid portions of their practices from such groups, but as often as not quit them in frustration. The evaluation starting point is the group needs to be cohesive and that’s attained by member being similar in age, educational background, income, occupational prestige, marital status— the research-proven criteria for creating trust […]
Our clients, the local and regional full-service law firms of 50 or so lawyers, regularly talk about the value their reduced billing rates present but struggle to actually quantify and properly package the advantages when talking to key prospects with a regular flow of files. New survey data reveals just how compelling that rate difference […]
We hear a great deal of empty talk about “branding” law firms. Many seem to think it’s all about a catchy tagline or snazzy signature image. Hundreds of firms spend tens of thousands of dollars in search of one or the either every year. At the heart of branding any professionals service (or product) are […]
Many law firms are uncomfortable doing client satisfaction surveys, a key step in writing a marketing plan. It often takes time to convince recalcitrant law firm partners that only good comes from asking clients how you can improve your firm and service. I mean “good” as in seeing increased referrals from clients that we can […]
Absent having a robust social media program, solid presence in national bar and influential local trade groups, membership in a vibrant law firm network, holding the key peer-review ratings, a law firm will find itself with little choice but to consider comparably cost-inefficient marketing tactics, particularly directory and specialty magazine advertising. We were reminded of […]
