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Tag Archives: law firm business development

4 Easy Tips for Law Firm Client Team Programs

4 Easy Tips for Law Firm Client Team Programs

Most law firms – some 80% have client team programs, but just 39% of firms say these teams are “successful” according to Bryan Austin a law firm client advisor with the LexisNexis® InterAction® group. The data comes from a range of market research sources including surveys and interviews conducted with the InterAction client base.  Upwards of 90% of the Am ... Read More »

Law Firm CMO on the Evolving Business Development Landscape

Law Firm CMO on the Evolving Business Development Landscape

Law firms aren’t laggards in business development, says Jeanne Hammerstrom, the chief marketing officer at Benesch, Friedlander, Coplan & Aronoff LLP, which is headquartered in Cleveland and maintains seven offices including one in Shanghai.  She points to the lengthening tenure of top marketing and business development leaders at law firms as evidence that things are going right. Sure the legal ... Read More »

A List of 15 People that Can Make or Break a Law Firm

The List of 15 People that Will Make or Break a Law Firm

He gave a room full of law firm marketing and business development professionals just 30 seconds to write down the names of five clients that their law firm does not have right now, but would like to have at the end of the year. It proved to be a challenge – few could complete the task in the allotted time. ... Read More »

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 »

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 »

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 »

Does Corporate Legal Hire Lawyers or Law Firms?

Top Factors for Evaluation Outside Counsel

What is the most important factor to corporate legal in evaluating outside counsel?  Relationships according to a survey of corporate legal departments published at the end of 2014. The vast majority of respondents were corporate attorneys with senior leadership titles. If relationships still matter in the business of law, what then does that really mean from a corporate counsel perspective? Casey ... Read More »