In a white paper recently published by Law 360 on lessons for law firms from the financial crisis, there is a section on business development including an article Getting Windows For Building Business In The Downturn By Shannon Henson. The article highlights a key strategy for lawyers in an economic downturn::
The best way to protect yourself is to make sure you are building up your own client base. If you do that, then no matter what happens, you will be okay.
One of the most important strategies for buidling your client base is to master how you communicate the value of your services to potential clients. Continue reading “Successful Lawyer Marketing Focuses on the Client”
You can attract desirable clients to your practice by communicating a message that is relevant to the clients you want to attract. This means communicating what your clients/referral sources are interested in hearing verses what you are interested in saying. Creating a relevant message requires preparation and having a solid understanding of your target markets most important problems and goals. This article explores what does and does not work for effectively communicating the value of collaborative law practice. Continue reading “How Do You Attract Desirable Clients to Your Practice?”
An effective web site starts with compelling, updated and meaningful content. Research demonstrates we have 10 seconds to grab a prospective client’s attention with web site content and 55 seconds to develop an understanding of what services we are offering.
The following are 10 strategies for writing effective web site content. Continue reading “Effective Strategies for Writing Law Firm Web Site Content”
Yesterday a family law firm called me because they wanted an ad for a LGBT magazine featuring families in the upcoming fall publication. They were on a tight time-line and needed the ad by the end of the week. The original plan was to do a one-time ad in the special feature on Families for the publication. Continue reading “Family Law Marketing to the LGBT Community”
Last month, I conducted a survey on how to grow your Collaborative Practice. 100 people responded to the survey.
The number one response to the question, “What is your greatest challenge for growing your Collaborative Practice?” was “Getting Clients.” Continue reading “The Number 1 Challenge for Growing a Collaborative Practice”
This morning CBS news featured a story on the demise of iconic American companies including Hostess and Kodak. What are the factors contributing to this defeat and how do businesses and law firms protect themselves from becoming obsolete? Factors that contribute to the downfall of business include, not staying in touch with rising costs, changing tastes or new technologies, not evolving and maintaining the status quo. Kodak originated the technology for photography and in the 1970’s held 90% of the photography market, yet has lost market share by not leveraging this technology in a digital world. Hostess, the creator of Twinkies, was slow to adapt to the changing tastes of a new market. Continue reading “Reinvention Is The Key to Survival For Law Firms”
One of the greatest challenges lawyers face in building a law practice is time. I have yet to meet a lawyer or work with a law firm where time is not a scarce resource. Billable hours, client demands, law firm management and administrative responsibilities are top priorities. As a result, many lawyers question the value and need for defining a law firm brand. ” What does branding have to do with law firm marketing? ” To answer this question, I want to start with what branding is and is Not.
Continue reading “What Does Law Firm Branding Have To Do With Law Firm Marketing?”
Sometimes it is the little things that can make a big difference in growing a law practice. Often, lawyers will avoid marketing because it will take too much time or it is an activity outside of their comfort zone.
Today I consulted with a lawyer who has avoided marketing for the past couple of years because he did not think he should have to market his practice. He is an established lawyer, has an excellent reputation and has been practicing law for 25 years. I challenged him to reframe his concept of marketing from “pushing” his service onto people to “attracting” clients who could benefit from what he does best.
Continue reading “Why Your Online Lawyer Bio Matters”
The most frequent question I am asked is how do I get more collaborative cases?
Why are some Collaborative Law professionals attracting more collaborative cases than others? What are the qualities of a successful collaborative professional?
I recently read an article by Jeff Haden on the Qualities of Productive People, while reading the article, I noticed there were strong similarities between the qualities of productive people and the qualities of successful Collaborative Law professionals. Continue reading “Qualities of Successful Collaborative Law Professionals”
A challenge many lawyers face is finding the balance between client work and growing a legal practice. How do you find the time to do both effectively?
One solution is to focus on attracting better clients, not just “more” clients. This requires marketing from the inside out and resisting the temptation to begin marketing activities without first clarifying your personal brand. Continue reading “Take Charge of Your Law Practice Brand”