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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 alone 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

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 are bombarded with flurry of urgent client emails. The new business efforts, naturally, are set aside, to focus on existing clients. Adding ... 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 »

4 Key Implications of Early Case Assessment Technologies

4 Key Implications of Early Case Assessment Technologies

According to Gartner, by 2020, information will be used to reinvent, digitalize or eliminate 80 percent of business processes and products from a decade earlier. That trend line appears to be right on track in the legal industry, where evolving tools and technology in the area of early case assessment provide just one example of how information governance is being ... Read More »

Do Small Law Firms Need Policies and Procedures?

Do Small Law Firms Need Policies and Procedures

Note: The following is an excerpt from a new eBook titled 15 Ideas for Getting a Jump-Start on 2015 which is freely available with registration. We often hear the question, “If it is just me or a few people in the firm, why does a policy and procedure manual matter?” Because no matter the size of your firm, people respond well to structure ... Read More »

Friday Share:  Examining Legal Marketing Email Metrics

Examining Legal Marketing Email

Email marketing service Concep recently published a quarterly assessment of email marketing statistics that compares different service industries including legal:  Cross Industry Email Statistics. A representative from the company shared the data in the LexisNexis InterAction CRM group on LinkedIn, and we saw an opportunity to ask a few questions legal marketers might find helpful.  The answers, which were shared ... Read More »