Marketing in a recession

The Heart and Soul of Your Law Firm | What Vendor Relationships Reveal

Today a package of materials from a new client of mine arrived overnight, first AM delivery. The delivery surprised me and exceeded my expectation as our scheduled meeting is weeks away. There was nothing urgent about me receiving the materials, but it sure was nice to have them in hand so far in advance. Then [...]

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Does your law firm need a “social agency?”

As social media channels grow and the “what should we be doing” buzz slowly moves across the legal marketing industry, more legal marketing professionals and law firm leaders are asking, do we need to hire an agency? If you’re big enough or serious enough, you probably do. And according to some of the heavy hitters [...]

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It's a BRAND new year: The Anatomy of a Law Firm Brand

There’s been a curious amount of discussion among law firm marketers, this New Year, about branding. When it comes to launching brand campaigns for law firms, the past two years have been as flat as the world before Magellan. It seemed as if everyone locked down the steering wheel and few boats left the harbor. [...]

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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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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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The Disconnect Between Approved Budgets and Spent Dollars

Why do law firms complicate this process? For example, the plan, the budget number, and tactical resources required for realizing plan objectives are approved at the beginning of the fiscal year. Outlined in budget are, among other items, 20 client interviews, key partner sales training, search engine optimization, and a nationally recognized speaker for a partner retreat. Then when these items are initiated and the management committee is presented with the program for the interviews or the speaker for the retreat, they immediately ask for “further information.” Translate -how much are we paying – we want to approve this expenditure…. I just don’t get it.

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