Marketing

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22 Jun: Law Firm Professional Development Advice from Dr. Sharon Meit Abrahams: 5 Secrets to Engage Partners in Business Development

When sales cycles in the legal profession can be as long as five years, it can be challenging to convince partners to participate in business development. But that’s no excuse to let this important activity slide, says Dr. Sharon Meit Abrahams, PhD, Director of Professional Development/Diversity & Inclusion, Foley & Lardner, and author of 100 Plus Pointers for the New Partner. Any law firm that wants to prosper in the midst of unprecedented challenges in today’s legal environment must make sure their partners take an active role in business development. Here are Dr. Abrahams thoughts on these issues and her…

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24 Apr: Brent Leary Shares How CRM Evolution is Blazing Industry Trails

Hundreds of professionals who want to stay on top of the latest innovations to engage their customers will be descending upon Washington, D.C., to attend CRM Evolution, April 24 – 27. Among them will be Brent Leary, Partner, CRM Essentials. Brent will be leading panels and presenting throughout the conference. This includes a discussion about artificial intelligence (AI) with executives from SalesForce, SAP, Microsoft, Oracle and Lithium Technologies and a presentation on how virtual companions, like Amazon Echo, will change customer engagement forever. “Attendees will be hearing a lot about AI and deep learning and how that is taking over the heart…

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17 Apr: 3 Important Questions to Ask to Make Sure Your CRM is Earning Its Keep

In today’s competitive marketplace, having a database of customer names, contact information, and purchase history isn’t enough. Sure, you may be able to sleep easier knowing your CRM collects the information you need to support and monitor client relationships, but is this enough to ensure your CRM is earning its keep? Are you certain, beyond a shadow of a doubt, that your client-facing professionals are using your CRM to advance client relationships? Ask yourself: 1. Could there be gaps and errors in my CRM data?  That’s likely if your client-facing professionals are required to manually update the CRM with information…

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23 Feb: Why CRM Adoption Will Make or Break Your Marketing and BD Department

It’s no secret that lawyers have a reputation for being tech laggards. And while some lawyers embrace tech-aversion as if it’s some quirky idiosyncrasy, in truth most lawyers are eager to adopt technology when the advantages are clear. The problem behind low tech adoption at law firms is that lawyers are paid to be discerning. They’re also trained to identify leverage. So when a law firm’s tech initiative doesn’t align with its lawyers’ best interests, it’s doomed from the start. I won’t pretend this dynamic doesn’t exist in other industries, but the legal sector is especially sensitive to it. Take…

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09 Feb: 7 Steps to Create a Successful Industry Practice Group: An interview with John Remsen, Jr.

“There’s riches in niches,” declares John Remsen, Jr., President and CEO of The Remsen Group. And this is why he encourages law firms to develop industry practice groups. “They promote cross-selling and teamwork, and focus a group of lawyers on a well-defined target audience,” he explains, noting that industry practice groups are the gateway for becoming the go-to firm for specific industries, such as banking, transportation, or real-estate development. John’s insight is based on decades of helping law firms develop and implement long-term strategic marketing and business development objectives. He recalls an experience from a quarter century ago that demonstrates the…

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08 Feb: 3 Career-Building Reasons to Attend the Legal Marketing Association Annual Conference

Whether you’re a seasoned legal marketing or business development professional or you’re just starting your career, you owe it to yourself and your firm to reserve your place at the Legal Marketing Association Annual Conference. As the largest conference for legal marketers in the world, it’s sure to deliver knowledge and connections that help you do your job more effectively. It will be held March 27 – 29, at the Aria Resort in Las Vegas. If you want to save money: Sign up by February 17 to take $100 off your registration fee. Book your hotel by March 3 to…

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25 Jan: How to Empower Law Firm Marketing and Business Development: 6 Strategies from John Remsen, Jr.

There’s little question that today’s law firms need to build successful marketing and business development teams to drive revenue. But it doesn’t stop there. Law firm leaders must also create an environment that empowers them to excel. We recently spoke with John Remsen, Jr., President and CEO of The Remsen Group, about how law firms build successful marketing departments. John’s insight is based on decades of helping law firms develop and implement long-term strategic marketing and business development objectives. In this post, John deliveries six strategies for empowering your business development and marketing teams. 1. Educate your firm. Make sure…

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22 Dec: The Future of Law Firm Marketing: 4 Expert Predictions

Increased competition, mergers and acquisitions, and the advent of the digital age have dramatically transformed law firm marketing. With so much change already, can law firms expect even more by 2020?  Four legal-marketing leaders weigh in. Mobile Will Matter More Daniel Sarath, Digital Marketing Executive for Mangus Legal, points out that mobile traffic has now overtaken desktop, and that points to how consumers will engage in the future. “For law firms in 2020, this not only means having a responsive mobile website (this should be obvious in 2016, yet many of our firm’s competitors still do not have one) but…

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20 Dec: How “Automated” Is Your CRM? Find Out In Two Minutes [Quiz]

  Did you know that sales productivity has actually decreased in the last five years? We now have cars that avoid accidents and virtual assistants that respond to our every voice command. Yet, somehow, the majority of sellers and BD pros admit that the latest sales tools are more of an obstacle than a facilitator of sales performance. It doesn’t add up. If you’re looking for a culprit, customer relationship management (CRM) is a good place to start. Especially when you consider that the typical sales professional spends 5.5 hours per week logging data, costing companies an average of $13,200…

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16 Dec: Get the Scoop: Here Are 8 of 2016’s Most Popular Articles About Law Firm Marketing

The internet is teeming with marketing knowledge. And we all have copious amounts of time to read it all and sort through what applies to the legal industry, right? Okay, maybe not. To make it easier for you to keep up, we’ve put law-firm marketing’s best of the internet at your fingertips with 8 of the most-shared law-firm marketing articles of 2016. Save time and bookmark this page the next time you need marketing inspiration. 1. Top 5 Law Firm Marketing Ideas This article reminds us that marketing success doesn’t require complexity or the latest technology. You can drive opportunity by just…