Business Development

Law Firm Cross-selling: The Art of Listening.

Nothing makes me more confused and frustrated than when I anticipate one thing and get something entirely different. When this happens I think that I have failed to communicate clearly or manage my own expectations. (I.e. “How could Santa leave me a book when I clearly asked for a doll? Maybe the North Pole wasn’t [...]

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What Law Firms Can Learn About Delivering Happiness from Tony Hsieh | CEO Zappos

In these changing times, we all need fresh ideas and inspiration. Delivering Happiness delivers.   Tony Hsieh’s recently released book, Delivering Happiness | A Path to Profits, Passion and Purpose, is destined to be a classic Gen X must read business book following in the footsteps of other great Boomer reads such as Jim Collins’ Good to [...]

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Alternate Fee Agreements Meet Process Improvement

Following my post on Alternative Fee Agreements for law firms and their clients I had one of those days where I wished I had never heard of the phrase. I was sitting in the middle of a flat fee project. Had I priced by the billable hour, I would be rich and retired today. Instead, [...]

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Doing a Raindance: The Legal Sales and Service Organization Conference 2010

If you’re responsible for business development in your law firm or your own practice, whether a lawyer, managing partner, marketing or business development professional, attending the Raindance Conference should be on your to do list, in my opinion. What is Raindance? It is an annual educational conference presented by the Legal Sales and Service Organization. [...]

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Amazon: The Disney of Delivery

Where does your law firm stack up? Are you creating experiences or are you delivering “business as usual?” I wish I had some really good excuse for not publishing to my blog in over a week; like I tripped, fell and broke both my hands. But I don’t. Fact is, I’m still in the belly [...]

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Fear of Facebook? You decide.

“Should I be on Facebook?” That is the first question lawyers often ask me these days. Followed by: “Should I trust Facebook?” and “Is Facebook really worth my time for business development?” My answer is an enthusiastic YES! but….. …..only in the hands of a conscientious user who takes the time to understand the population, [...]

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Build a Blog – Build a Law Practice: One Lawyer’s Journey

It’s no trivial thing: the social web opens access to some amazing people that I would not otherwise had the opportunity to meet. It really works – on many levels.  It’s absolutely fascinating to me; geography, culture, time, and professional status are no longer an obstacle to growing my network. It gets more interesting every [...]

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How General Counsel Evaluates and Hires Law Firms: Marketing Partner Forum Recap

The joint 2009 price tag on outside legal services for three large corporations is enough to run a small country—Office Depot: 12 million (excluding an SEC action); Wal-Mart: 315 million; BJ’s Wholesale Club: 9 million—and these numbers represent significant revenue for the hundreds of law firms that serve them.  No surprise that the general counsel [...]

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Do What Pleases You: The Ultimate Marketing Plan (Process)

It’s time to develop your marketing plans for 2010. Or so it seems, as the Internet is full of new posts and articles on the topic. It is this blogger’s humble opinion that too much emphasis on a plan and not the process is futile. If you’re not fitting authentic activities into your flow, even [...]

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Social Touchpoints for Your 2010 Marketing Plans

Law firms may need to play catch up if they don’t start integrating social technologies into their marketing, client service and business development mix in 2010. In the late 90’s, the word “touch-point” was frequently heard in legal marketing conversations. There was even a session on it at the LMA annual conference. No longer a [...]

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