Discovering Client Service

Discovering Client Service

Why do law firms struggle with client satisfaction? Perhaps it is because often times the work a lawyer does has such terribly high stakes—results can make or break businesses, personal lives, or financial well-being—and thus make or break client satisfaction? Or, it probably doesn’t help much that the profession’s reputation precedes them—as a whole they […]

Understanding marketing, business development and client development | Circus Style…

What’s the difference between marketing, business development and client development? Unlike most consumer products, selling services such as law, accounting, real estate, insurance, and consulting involve higher involvement and a longer process, especially for highly regulated professions like law and medicine. Knowing the difference between the tasks involved can help. There are three basic disciplines […]

Real lawyers don’t have to blog, but increasingly their clients do….

Lawyers with blogs that post fairly frequently often report a substantially high impact for their investment—new clients, media exposure, and even personal satisfaction. However, more often than not their clients also have blogs…and dozens of social media accounts. Do you friend, follow, subscribe, like, and engage with your clients’ social media, even if you don’t […]

10 For The Next Gen | An interview with Patrick Lamb of Valorem Law Group

10 For The Next Gen | An interview with Patrick Lamb of Valorem Law Group

Thanks to social media—a next gen gathering place—I met Pat Lamb, one of the four founding members of Valorem Law Group, a five year old, next generation law firm based in Chicago. After reaching out to Pat with a connection request on LinkedIn, we continued to advance our business relationship with occasional communications on Twitter. […]

Crack the Code: What The Apple Store can teach law firms about sales and service

Crack the Code: What The Apple Store can teach law firms about sales and service

The Apple Store is the most profitable retailer in America, generating an average of $5,600 per square foot and attracting more than 20,000 visitors a week, according to author Carmine Gallo, The Apple Experience: Secrets to Building Insanely Great Customer Loyalty. She writes that when Steve Jobs first started The Apple Store he did not […]

DLA Piper: What’s in the secret sauce? Shhh…Sales…

DLA Piper: What’s in the secret sauce? Shhh…Sales…

On a typical day, Catherine Zinn sits in on a lot of meetings. She meets with existing clients, new clients, firm executives, and partners. After a full day of meetings, she represents the firm at networking events and seeks to identify prospects. Sounds like just another ho-hum day in the life of a client development […]

Can a Law Firm Truly Differentiate?

What are you doing to differentiate your law firm in a highly competitive market? Differentiation is the process of distinguishing products or services to make them attractive to a target audience. In short, differentiation helps “us” choose – pink or blue, regular or lite…. What happens when there’s not enough differentiation? What happens when everything […]

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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