Dear Lawyer: Please take a few seconds to review your law firm’s marketing materials for an explanation of what your firm is selling.
I bet that your firm is selling “solutions”. How do I know? Because that’s what ALL lawyers do (as well as consultants and nowadays pretty much everyone else in the service industry). And, that’s the problem.
Read MoreLawyers typically believe that articles are important to boosting their visibility. However, for most lawyers, their articles attract surprisingly low levels of readers.
If you are using articles to make yourself more visible to clients, you might want to rethink your strategy unless you can address any of the following conditions:
You can prove that your articles are receiving a sufficient number of target readers; or
You are using your articles to effectively engage with target clients and referral sources; or
You are using your articles to boost your social media profile.
Read on to learn about how to address the above conditions.
Read MoreLawyers can save time on marketing and boost how readers engage with their articles by doing the following:
Read MoreWe see law firms either pumping out tons of publication articles OR feeling bad about not doing the same thing. But, did anyone think to stop and ask: “Why are we doing this?” (Or more honestly, is all this crap really making us visible to clients?)
Read MoreThank you for your interest in our seminar.
You can read a description of the seminar on our Firm Finance Page. You can also learn more about our other training programs by visiting our Evelaw Academy.
Read MoreIn this post, we explain how to transform an overwhelming pile of business cards into prioritized client development opportunities.
Read MoreHow can law firms maximize the marketing benefits of a firm anniversary?
Read More
If you are a law firm partner, you have probably experienced the uncomfortable sensation of being trapped under a client’s cap.
In this article at CEELegalMatters, you can read about using scoping solutions to help manage cap issues and, at them same time, build a strong working relationship with clients. You can reach the article by clicking here.
We recently published a post in CEE Legal Matters about how General Counsel can better address the problem of scoping debates with law firms.
You can reach our post by clicking here.
Clients struggle to distinguish between most law firms on the market. They all seem to have strong pedigrees, excellent subject area experience and skilled lawyers delivering quality products in terms of technical features.
However, firms do differ substantially in terms of the quality of their service delivery, i.e., the experience the client has with the firm. For this reason, client service is regarded as a differentiator. In fact, many argue that it is one of the most important differentiators for a law firm (Bilwas, 2016).
Read MoreWhen we talk to law firms about innovation, most are proud of their innovativeness. However, when we ask clients about the innovativeness of their external lawyers, we get a lot of silence.
When law firms ask for our help, they frequently request assistance with client development. As client development is a pretty broad topic, we need to drill down into their existing client development activities in order to fully understand their needs and opportunities. All too often the greatest missed opportunity is the lack of any standardized process for developing business from either (i) new clients or (ii) existing clients. The latter omission is particularly surprising as research (Strong, 2013) shows that “the chances of selling to a new customer are between 5 and 20 percent, while the probability of selling to an existing customer is between 60 and 70 percent”. To put it simply, existing clients represent the most probable source of new business for law firms.
In this blog, we will examine briefly (i) why existing clients are the best prospects for client development and (ii) what are the essential building blocks for turning existing clients into repeat customers of your firm’s services.
Read MoreFor law firms, training is vital. Training is used to improve the firm’s performance, help execute its business strategy, and meet its strategic goals (Becker and Huselid, 1998). In addition, training contributes to creating a sustainable competitive advantage by developing firm specific resources and capabilities that competitors find difficult to imitate (Barney, 1991).
Read MoreEvelaw works with Europe's leading law firms to sharpen their skills in Marketing, Client Development, and Business Communications.
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