In client development seminars and workshops I am often asked whether the most successful rainmakers are effective because of their personality and natural ability– or whether something else is at play.
... Read More
Do you react to the announcement of the yearly firm retreat with less than excitement? Kind of like, “Oh no, not another one!” Worse still, do you usually leave the retreat feeling that you’ve just wasted a perfectly good day or two?
... Read More
Do you find yourself at the end of your workweek thinking “Where has all my time gone?” If I’m working this hard, why am I not making more money?” The answer can be found in your utilization rate: the number of hours you billed divided by the number of hours you worked (including nights and weekends) over a set time period (weekly or monthly).
... Read More
You are what you charge for. A business is defined by little else. Your price speaks volumes about your value proposition, more so than any other component of your firm’s marketing. Yet law firms seem to believe they are defined by their “hourly rates.”
... Read More
See if you recognize your own marketing approach in the following description: When business is good,you’re scrambling to keep up with your caseload and not marketing at all. Some of these marketing efforts pay off, the panic dies down, and the work begins to come in again. So you stop marketing…until the next time.
... Read More
Some people don’t need a personal trainer to get in shape or a counselor from Weight Watchers to help them shed those extra pounds – and some lawyers don’t need a coach to tone their rainmaking skills. Learn about a coaching program that teaches the art Of attracting quality clients.
... Read More
The Double Your Revenue workshop was featured in Lawyers USA. The following links will take you to the articles in the three part series.
... Read More
“Okay, I’ve met someone who could be a great referral source for my practice. Now what do I do? We receive this question constantly from attorneys attempting to cultivate new business. Usually, they are stymied about two things.
... Read More
In their new book, marketing experts Tim Tobin and Lisa Braziel suggest that the activity generated by social media sites is analogous to a giant, ongoing 24-hour party. The name of their book neatly sums up their philosophy: Social Media Marketing Is A Cocktail Party: Why You Already Know the Rules of Social Media Marketing.
... Read More
For many of you shareholders, the economic downturn means you'll be retiring later than you planned. And while there are many variables you can't control in an uncertain future, there's one asset some of you shareholders may be able to maximize in the near future: your law firm.
... Read More