Lawyers sell counseling, not documents or outcomes. Success lies in the relationship, an experience that begins with the referral itself, is followed by vetting and only then by being represented. Significant portions of the client experience occur unbeknownst to lawyers and firms before retention and well after a file closes. Good marketing addresses every aspect of the relationship.
We believe, and our survey data continues to confirm, that the practice of law has always been and will always be a business of personal relationships.
We also believe, and our survey data continues to confirm, the development and maintenance of client and referral source relationships can be improved in most firms. It can be expanded and simultaneously made less expensive, often in terms of both out-of-pocket costs and time spent. How? By developing and consistently implementing an array of individual and institutional marketing tactics customized to a firm, tactics which are proven by the survey data.
How We Work With Firms And Write Marketing Plans Let Us Help You Identify The People Who Matter.
Lawyer Coaching
We work one-on-one with already successful lawyers who want to break through and maximize their originations, or who want to reposition themselves into a new or different area of the law. Increasingly, we work with veteran lawyers who want to create succession plans and transition clients to colleagues so they can reduce their hours or leave the practice of law altogether at a set time in the future.
Lawyers sell counseling, not documents or outcomes. Success lies in the relationship, an experience that begins with the referral itself, is followed by vetting and only then by being represented. Significant portions of the client experience occur unbeknownst to lawyers and firms before retention and well after a file closes. Good marketing addresses every aspect of the relationship.
How we assist law firms is unique to each relationship. Some law firms come to us to review and formalize loosely-governed business develop efforts, others to improve profits or trim bloated budgets, to develop a next generation of rainmakers, develop succession plans for key lawyers and their key clients, to develop a niche within a substantive or geographic market, and many so they can remain both vibrant and independently owned.
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