As reported in the ABA Journal, an annual survey of corporate counsel contains leads for where a Proactive Rainmaker can find more than 700 great new clients. . . It seems some 70 percent of corporate counsel surveyed—most from Fortune 1000 companies—were dissatisfied with their primary law firms. A little more than half of the […]
A family law practitioner recently asked me “I don’t know what kind of sales calls are appropriate for potential divorce, custody, child support, termination of parental rights clients I might try without being terminally tacky. I doubt any exist. I’d also risk soliciting business, which is unethical practice in [my state].” After some back & […]
Admittedly the vast majority of my experience has been limited to working with small law firms (typically under six attys). As you may expect, hardly any of my clients have the resources to conduct the kind of rigorous testing on new hires that the big law firms do. And arguably, it is the small firms […]
Recently I was interviewed by Nathan Burke of LawFirmBlogging.com. He asked me some great questions that elicited answers I think every lawyer in a small firm should know the answers to. Below are Nathan’s questions. Out of respect to him, I’ve included a link to his site at the bottom of this post where you […]
Tom Kane at Legal Marketing Blog, inspired by Bruce Allen, addresses this question in "Do You Get Referrals From Those To Whom You Refer Business?" As Bruce Allen had noted in his own post, “no need to keep watering dirt if grass just refuses to grow.” I have a somewhat different perspective (big surprise, huh?) […]
Abraham Lincoln is credited with having said: "A Lawyer’s Time Is His Stock In Trade." The Florida Supreme Court disagrees and here’s why you should care, even if you don’t practice in the State. . . In one area of law, and maybe in more to come, the prevailing lawyer will have to be paid […]
Think about the immortal words of Gordon Gekko (Wall Street, 1987) the next time you see an "equity owner" of a big law firm looking down his/her nose at your efforts to make it rain for your own law firm. . . Gekko: Well, I appreciate the opportunity you’re giving me, Mr. Cromwell, as the […]
This is the working title of a new e-book I am working on. It’s about all the lame, stale and/or stupid ideas that pass for free law firm marketing advice online and that keep popping-up all over the blogosphere. Last week one of the suggestions that was actually posted in response to an attorney who […]
My top ten reasons why many law firms seem not to give a crap about the client: 10. The billable hour. 9. Serving the wrong clients. 8. Letting the mule work you, instead of you working the mule. 7. No systems or procedures in place to allow attorneys to focus on the fun stuff. 6. […]
I’m sitting in the wonderfully wireless airport in Pittsburg on my way back home after being invited as a guest for a really good conference on lawyer marketing that I’ll tell you more about some other time. Or is this the local shopping mall – if you’ve ever flown through Pittsburg you know what I […]
