Something interesting happened recently. Jeff Carr, Nicole Auerbach and I consulted with a client about how to improve the law department’s performance and save money. Shortly afterwards, Nicole and I consulted with a law firm about moving to alternative fee arrangements. The interesting thing was that we found ourselves enjoying being consultants. We found, in… Continue Reading
"Don’t tell me how good you make it. Tell me how good it makes me feel when I use it."
Nice story from the Chicago Lawyer on law firms developing apps for smartphones, iPads and similar products (and we especially like the way the story features Valorem!). Here’s the key takeaway: "More cell phones are being sold than computers," [uber Marketing ConsultantLarry] Bodine said. "Everywhere I go people are texting or going online and looking… Continue Reading
Every two weeks, I receive an email from a legal staffing vendor. Each time I receive it, I deleted it. Each time I went through that short process, I was annoyed. Today, I finally unsubscribed. It is highly unlikely I will ever choose to do business with this company, and the annoying blast… Continue Reading
As a small firm, we are frequently told that people will buy "The Brand" (read, big firm) for harder matters because The Brand protects the buyer in case something goes wrong. We generally respond to this by pointing to our own big firm pedigrees, talking about actual trial experience, which most big firm lawyers lack… Continue Reading
I strongly endorsed a new book by Jeff Jarvis, What Would Google Do? If you want to see Googley thinking in action, check out Michelle Golden’s post, Think Your Clients Use Your Firm’s Website? Here’s the advice: Firms also talk about putting valuable content and tools behind this client-only wall. This is exactly opposite of… Continue Reading
Marketing, to be effective, needs to (1) have a point and (2) not insult the listener or viewer. These things seem to be Marketing 101. So here I am this morning, driving along listening to NPR. The announcer reads the piece that programming is brought to you by "[insert name of large national accounting firm]… Continue Reading
Duane Morris laid off 18% of its marketing and business development staff yesterday. Ed Schecter, the head of marketing, apparently said cost-cutting was "secondary" and the real intent was to build a more experienced, leaner team. Of course, this is reported the day after Citibank’s Dan DiPietro is quoted as saying the profits of Amlaw… Continue Reading
I had an opportunity to participate in a panel led by Gerry Riskin at Hildebrandt’s 2008 Marketing Partner Forum. As always, it was an outstanding event, perhaps the best in many years. Congratulations to Tom Billington and his Hildebrandt colleagues for putting together such an outstanding and thought-provoking program. I have had several requests to… Continue Reading
Somewhere I ran across this article by Tom Peters in Fast Company magazine. Interesting read, especially since it was published n 1997. Take a look.
From Seth Godin: Most marketing (and most business) is usually like this: Do this and get that. Figure out what you want, figure out what you need to do to get it, and go do it. From there, Seth shares some thought about his Dad and the good things he did for people. His Dad… Continue Reading
A number of us have been having a discussion about branding, summarized here and here. Against that backdrop, I started reading Lovemarks, by Kevin Roberts. Roberts is the “Worldwide CEO” of Saatchi & Saatchi. He is the originator of the concept of “lovemarks,” described on the Saatchi web site as: Lovemarks are brands that inspire… Continue Reading
The February 2006 issue of The American Lawyer contains a terrific article by Charles Green –“Selling by Doing.” Green is the author of Trust-Based Selling and the article comes from his book. Green recounts the story told by a General Counsel of a Fortune 50 company: We needed to hire outside counsel; we… Continue Reading
As I have said many times to many people, Aric Press, the Editor in Chief of The American Lawyer, is very smart and one of the most informed observers of the profession. One reason he is so often “on the money” is his uncanny ability to look at what we do–or don’t do–through the eyes… Continue Reading
Okay Dan, I will take the bait. Dan Hull hates logos. So he told us here. That invited comment from a number of people, including me. Dan was back at it again here, pointing out a solid post from Nathan Burke, a “web designer, marketer and consultant” who writes lawfirmblogging. Nathan’s point is that if… Continue Reading
Dan Hull recently posted that “Law Firm Logos are Goofy, Useless, a Waste of Time and Money.” And then he promised to let us know what he really thinks about logos. Seriously, Dan drew on a post from Tom Kane who writes the Legal Marketing Blog. Tom’s post on logos drew on a post by… Continue Reading
I returned yesterday from the 2006 Marketing Partner Forum. I had the honor of serving on Thomson Legalworks’ planning committee, so I am biased about the programming. But having acknowledged that, I do believe it was an excellent program. Congrats to the Legalworks people who worked so hard. The kudos you have received have… Continue Reading
Larry Bodine summarized Dr. Larry Richard’s presentation at the 2006 Marketing Partner Forum here. Dr. Richard is the head of Hildebrandt’s Leadership & Organization Development Practice Group, which helps law firms and legal departments on people issues. Since the early 1980’s, he has pioneered the application of psychology and other behavioral sciences to the improvement… Continue Reading
I spoke on smaller firms staying competitive in a changing environment. My powerpoint is attached. Marketing Partner Forum–Lamb Speech Slides
My firm is celebrating its 25th Anniversary. We want to thank our clients for their support and do so in a special way. What have others done that worked well? Suggestions? Inside counsel-please weigh in with you thoughts.
Labor Day passes. I return to the office after traveling and being on trial for the better part of a month, and I return to a Law Practice article (September 2005) on holiday cards. Six full pages on holiday cards. I run hot and cold on cards and gifts. Many clients cannot accept gifts, and… Continue Reading
I read several postings this morning about the continued importance of email marketing. Compare this post from Larry Bodine with this one from Tom Kane. In my view both are right in their views, but both ignored the critical common ground of client focus. Tom is absolutely right that clients are innundated with email drivel… Continue Reading
Michelle Golden, who writes Golden Practices, picked up on a post in Duct Tape Marketing about saying thank you when you lose out after making a pitch for business. Michelle adds several points to the original post. Her advice is right on the money. Manners count. And most of all, the personal touch counts.
Interesting discussion in Tom Kane’s Legal Marketing Blog about making it easy for clients to reach you. I put my home and cell phone numbers on my business card and I make sure clients know that they should never hesitate to call me at home. “I want that call” I tell them, because I do. … Continue Reading