Marketing & Management Blog

Simply asking your clients, “How is everything going?” and responding to the feedback you receive can save you millions of dollars. A managing partner of a midsized law firm shared with us that he was having lunch with his biggest client and casually asked her how she felt about the firm’s service. He was surprised to learn about a legal blunder his partner had made. …Read Full Entry

Selling is for dummies.

A major obstacle to selling is the common belief that selling is demeaning. There is the perception that selling is for uneducated people with limited skills. After all, it doesn’t require any degrees or licensing.

But selling doesn’t have to be demeaning. …Read Full Entry

Can lawyers be happy? Yes, but it takes work and practice.

Now that you’ve built your contact database and created a target list, you need to follow up. Take five minutes to manage your marketing efforts every morning. Block out the time—write it in your calendar—to review your targets on a daily basis. …Read Full Entry

This is surprisingly common complaint. And the worst thing about it is that the offending lawyer rarely realizes that it is happening.

Research indicates that professional service providers are often not proficient at comprehending the relationship from the client’s point of view. …Read Full Entry

As summer nears its end, now’s a good time to go back and edit your social media.

Is no one responding to your voicemails? It might be due to a generation gap.

My profession has rules that restrict selling.

Many professions have rules of conduct that restrict how you can sell. Clearly, you need to be aware of your profession’s ethical rules. But be careful not to categorically dismiss the idea that you can find ethical ways of selling. …Read Full Entry

In a new study, lawyers worldwide reported being cautiously optimistic about earning future income from referrals. According to the report by LexisNexis Martindale-Hubbell, a U.K.-based client-development company, ninety-four percent of survey respondents believed the value of referral work would increase or stay the same over the next year to eighteen months. …Read Full Entry

SEO (search engine optimization) is a more efficient and cost-effective marketing tool than television ads.

But first you have to build a website. Here are five easy steps to developing content. …Read Full Entry

On Monday we discussed the importance of creating a target list. To help you brainstorm about ways to reach out to priority targets, use our Relationship Development Worksheet. …Read Full Entry