New Article: Reverse Delegation
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Check out my new article series with CEELegalMatters.
Read MoreProfitable Lawyering: Say goodbye to the dog clients
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Lawyers can’t catch a break.
It seems like every week there is a news article predicting the demise of law firm lawyers.
“Russians train monkeys to expertly manage due diligence and clean up after themselves!!!”
Unfortunately, I have some even worse news for my firm friends. (But also some good news.)
Read MoreTalent Battle: Big Four vs. Big Law
/I am seeing more and more quality lawyers opting to work for the Big Four affiliated law firms rather than the traditional leading law firms (“Big Law”). With this trend, the Big Law leaders are facing not only the destabilization of their staffing and client service efforts but also negative marketing and potential client attrition in connection with the loss of talented senior attorneys.
How are the Big Four winning the talent battle? And, what can the management of Big Law do to stem the tide? Read on to find out.
Read More3 tips to win the lawyer marketing race
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If you have the passion for legal marketing (or just want to do it well to make some cash), I have some tips that should help you not only compete but also excel in the marketing race.
Read MoreNew Firm Partners: Voting and Buy-In Requirements
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In Central Europe, I have witnessed a strong trend of newly established law firms possessing high-growth potential due to the exceptional track record of their founding partners. As these firms strive to maintain their rapid upwards trajectory, many of them look towards recruiting to their firms additional partners with impressive books of business.
Read More3+1 Solutions to Your Law Firm’s Solution Problem
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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 More3 Reasons Why Lawyers Should NOT Write Articles
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Lawyers 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 MoreBBC Lessons: Lawyers can market better by doing less
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Lawyers can save time on marketing and boost how readers engage with their articles by doing the following:
Read MoreIs your law firm invisible to clients? [3 tips to boost visibility]
/![Is your law firm invisible to clients? [3 tips to boost visibility]](https://images.squarespace-cdn.com/content/v1/564f5c77e4b0316b0808375e/1540971525002-EQGML9O8SZ50Q72EYA0Q/Evelaw+Post+on+Invisible+Law+Firms.png)
We 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 MoreEvelaw Seminar: Alternative Fee Arrangements
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Thank 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 MoreHow to manage business cards to save time and boost client development?
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In this post, we explain how to transform an overwhelming pile of business cards into prioritized client development opportunities.
Read MoreMilestone Anniversaries for Law Firms
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How can law firms maximize the marketing benefits of a firm anniversary?
Read MorePartner Nightmares: Trapped by the Cap→
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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.
GC Nigthmares: Assaults on the Cap→
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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.
Finding Differentiators in Law Firms
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True and Meaningful Differentiators
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 MoreClient-Focused Innovation: A Four Step Program
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When 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.
The sadness of silent clients
Read MoreClient development starts with existing clients
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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 MoreLaw firms need to analyse their training needs
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For 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 More