Clients

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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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 [...]

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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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Law Firm Branding: Hocus Pocus or Results?

Baker McKenzie beat Skadden in gross revenues in the 2010 AmLaw 200 list taking over the top spot for the first time since 1994. That’s a big deal, I guess. Ben Hallman writes in “Behind the Numbers: A Change at the Top”, (The American Lawyer, April 19,2010) that Baker McKenzie, the largest U.S. based law [...]

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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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Is alternative billing enough to differentiate your law firm in this competitive business market?

Word is that in this economy law firm clients are willing to walk across the street just to get better value. Go figure. Value sells. Many law firms have begun competing on price—adopting alternative billing structures. I can’t help but wonder if law firms aren’t falling into the value box defined by their competitors instead [...]

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What is the price for a loyal client?

I think many businesses [and law firms] are shooting themselves in the foot when they cut corners on the wrong stuff. For example: Discount stores like Marshalls, TJX and Ross are perfectly positioned for a recession when discretionary dollars are tight. The other evening the mid-town Miami Marshalls was teeming with shoppers sorting through tons [...]

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Take a dip with your clients, their clients, their friends, and YOUR referral sources.

There really are no excuses, only opportunities. With some content management strategies, utilizing some of the aggregation services and browser portals available, it doesn’t have to be overwhelming.
Here are a few basic ones I recommend to help get you started.

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Did I mention that the buyer is changing?

Did I mention that the buyer is changing? Did you see the latest issue of Fast Company, the one that lists the Top 50 Fast Companies? Did you look at the photos of some of those CEOs? They’re wearing sneakers. If you want to provide relevant counsel to the company who’s big toe is touching [...]

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Who should WEB 2.0?

I’d like to believe that all my clients are embracing social media with open arms. I’d like to believe that my blog posts, social networking profiles, Q&A and brilliant comments are being read by my target audience. But they are not. Why? Some of my target audience isn’t using the Web like I do. Ironically, if they were, they wouldn’t need me!

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