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7 Winning BD Techniques Law Firms can Adopt from other Models

7 Winning BD Techniques Law Firms can Adopt from other Models

As one might expect at a marketing conference for legal professionals, there were plenty of sessions, side bar conversations and content centered on business development (BD). One session featured a panel of business development professionals representing law firms, consultants and noted speakers with a twist. The session sought to take a few pages from the business development playbooks at other ... Read More »

What’s Hot at the 2015 ABA #TECHSHOW Conference

What’s Hot at the 2015 ABA #TECHSHOW Conference

Fresh off the heels of the 2015 Legal Marketing Association Conference in San Diego, we join the ranks of those flocking to the 2015 ABA TECHSHOW® conference in Chicago. The event is held at the Hilton Chicago from April 16-18, 2015.  By our own count, the 2015 schedule indicates there will be nearly 60 sessions – LexisNexis is sponsoring the ... Read More »

4 Takeaways from the #LMA15 Panel of GC [LMA Recap]

4 Takeaways from the LMA15 Panel of GCs-main

A 3-person panel of GCs made a noticeable impact on attendees at the 2015 LMA Conference.  In many ways it proved to be a focus group of sorts for the very people charged with helping law firms win new business, which originates with the corporate legal department. If we were to summarize what we heard from a panel in a ... Read More »

The 6 New Laws of Business Development for Firms [LMA Recap]

The 6 Laws of New Business Development for Firms

For law firms, “the world of profitable opportunities is shrinking rapidly,” said Darryl Cross. His perspective was part of a standing-room only presentation made at the 2015 LMA conference.  Mr. Cross walked through a series of slides with several data points including some drawn from the CounselLink Enterprise Legal Management Trends Report. “Profitability is going backward,” he noted, suggesting that ... Read More »

LMA Recap: Changing the Legal Industry Perception of Sales

Changing the Legal Industry Perception of Sales-middle

It’s all a misunderstanding, according to Dan Pink.  Most people, let along lawyers and legal professionals, associate the word “sales” with adjectives like “sleazy” or “yuck” or “pushy.” That view he says, is a hangover of sorts from an asymmetrical world where sellers had more information than buyers.  Car sales are the quintessential example.  At one time, the trade in ... Read More »

Business Development: Transforming Action into Real Results

Business Development Transforming Action into Real Results

Note: The following is a post by Matt Thompson , director of the Client Success Team Program for the LexisNexis InterAction business. It is an all too familiar conundrum – busy attorneys meet, whenever possible, to discuss the firm’s new business pipeline and share prospects. Then, before they even have a chance to set follow-up reminders on their calendars, they ... Read More »

3 Events at the LMA Conference Marketers Ought to Check Out

3 Events at the LMA Conference Marketers Ought to Check Out

This week promises to bring back-to-back tradeshows.  The first stop is the 2015 Legal Marketing Association Annual Conference in San Diego, followed by the 2015 ABA TECHSHOW conference in Chicago.  We’ll be covering both events live — and welcome the opportunity to network and speak with the legal community in person. Here’s a rundown on the “can’t miss” sessions and ... Read More »

Infographic Friday: 6 Types of Lawyers

6 Types of Lawyers-header

A week or two ago we spotted and interesting graphic created by Chris Hargreaves, lawyer at a large law firm in Queensland, Australia. Mr. Hargreaves, who pens a website called “Tips for Lawyers” writes that he has: identified six personality types that I’ve observed in my time on legal practice. They are not exclusive, nor are they designed to be self-contained. It ... Read More »

Metrics Strengthen Inside and Outside Counsel Relationships

Metrics Strengthen Inside and Outside Counsel Relationships

The legal community has some of “the worst papered relationships in the known universe,” according D. Casey Flaherty, a former litigator and in-house counsel with Kia Motors America. The disconnect, he says, is in documentation. The inside/outside counsel relationship is often awash in conflicting, outdated forms – the inside counsel billing guidelines, the outside counsel engagement letter – that either ... Read More »

A Law Firm CMO is the Voice of the Market

A Law Firm CMO is the Voice of the Market-header-1

“The CMO is the voice of the market – the voice of the client,” said Amy Fowler, chief marketing and business development officer with Mintz Levin Cohn Ferris Glovsky and Popeo PC.  “In both instances marketing is highly valued and has a seat at all the right tables.” She says the role of the CMO is critical to the planning ... Read More »