view:  full / summary

It's raining clients

Posted on July 29, 2015 at 8:30 AM Comments comments (0)

   The annual Raindance conference was held earlier this month in Chicago. If you weren’t there to participate in the dance and are feeling a little high and dry, the key themes this year may at least get your toes tapping. Client teams continue to be seen as a good way to generate additional revenue from existing clients. But ...

Read Full Post »

I'm pretty sure my clients love me

Posted on July 28, 2015 at 8:10 AM Comments comments (0)

Most small to mid-sized companies use on average three to five law firms. Larger companies use even more. So, each and every day you are being compared to your competitors. Knowing how you compare to them in terms of your service and client satisfaction is good to know. You can get this information in a variety of ways and use it to bring in even more business from the client. Chances are, just by taking the time to ask ho...

Read Full Post »

I believe in referrals

Posted on July 20, 2015 at 8:30 AM Comments comments (0)

And online searches

A recent study by FindLaw determined that the Internet was used 38% of the time by both companies and individuals as the first source to ...

Read Full Post »

Discover the problem

Posted on July 16, 2015 at 9:35 AM Comments comments (0)

  Allow time for the journey


There is no template or boiler plate answer for what a firm should do to improve their marketing and business development. It takes time to determine what is working and what is not. The process is much like the one an attorney uses to uncover or solve a legal problem. Having the patience to go through the process to discover why you aren'...

Read Full Post »

Please stop talking

Posted on July 14, 2015 at 8:15 AM Comments comments (0)

   Recently a general counsel told me that as a young associate at a law firm he was very excited to be asked to attend his first meeting with a client. He said after the meeting the partner who was with him called him aside and said, “You need to shut up.” He was quite offended at the time, but in hindsight he believes it was some of the best advice he ever received.

Listening is a sk...

Read Full Post »

Producing content takes too much time

Posted on July 10, 2015 at 11:05 AM Comments comments (0)

   Partnerships solve this problem

With good intentions in place, many firms start down the path of working to produce monthly newsletters, client alerts, blog posts, eBook, or other downloadable content. Then the realization occurs that someone is going to have to write this stuff…..and me, well, I have client work to do. An idea to consider is partnering to prov...

Read Full Post »

Lateral partner integration

Posted on July 8, 2015 at 7:40 AM Comments comments (0)

   It takes a village.

Finding attorneys who want to join your firm is a difficult process and it doesn't start with the first interview. Eric Dewey of Group Dewey Consulting says it should start well before that by looking strategically at what you are...

Read Full Post »

Whitepapers or eBooks: What is the difference?

Posted on July 6, 2015 at 9:35 AM Comments comments (0)

  Are Whitepapers dead?


Content that is of interest to your target audience positions you as a thought leader and a reliable resource when the need arises for your services. You want to remain top of mind with your client and prospect base. There are many ways to do this, but recently

Read Full Post »

Profile of the new rainmaker

Posted on July 1, 2015 at 8:50 AM Comments comments (0)

      Minding the gap

Within the next several years, the most experienced and likely most profitable attorneys will be working their way out of practice and into retirement. Their mantra for developing business typically goes something like this, “Do good work and people will send work your way.” For the new generation, their ...

Read Full Post »

Who are your competitors?

Posted on June 25, 2015 at 10:15 AM Comments comments (0)

    Recent study says mid-size firms have it wrong.

Mid-size firms might be competing with the wrong competitor. And mid-size firms think that alternative fee arrangements will continue to grow, but the vast majority of their revenue is still coming from the traditional billable hour. Now there's some perplexing findings!

Read Full Post »