- Marketing and Business Development:
The Managing Partner’s Perspective
by Legal Marketing Association, in affiliation with The Managing Partner Forum
According to recent MPF surveys, marketing and business development are top of mind among managing partners of smaller and mid-size law firms. More and more firms are hiring in-house marketing professionals, increasing their marketing and business development budgets, and shifting resources toward business development, including sales training for lawyers young and old.
In this fast-paced webinar we presented for the Legal Marketing Association, we discussed with three managing partners their insights and perspectives on law marketing and business development. We’d like to extend a very special thanks to our panel:
James A. Dressman, III, Esq.
Managing Partner, Dressman Benzinger LaVelle
Francis H. Sheppard, Esq.
Managing Partner; Rumberger, Kirk & Caldwell
Raymond J. Werner, Esq.
Past Managing Partner, Arnstein & Lehr
Click here for the Webinar.
Click here for handout materials.
- Listings, Ranking and Directories:
How to Make Sense of It All and Achieve Maximum Return on Objective
by John Remsen, Jr.
The number of law firm rankings and directories has exploded in recent years to more than 1,100 according to Jaffe. Which ones are best for your firm? What policies (if any) are in place to ensure that your firm is achieving maximum ROO when it comes to its investment of time and money in rankings and directory listings? We recently presented a session for the Legal Marketing Association during which this topic was discussed among some folks in the know. Our panel included:
President-Public Relations, Jaffe
Director of Public Relations, Paul Hastings
Editor, Chambers USA
Managing Editor & Director of Research & Development, Best Lawyers
Many answers to the questions above can be found in the handout materials we prepared for this interesting and provocative program. Also, check out Jaffe’s website for some great guidance.
by Tom Kane, Kane Consulting
Tom’s blog is consistently ranked as one of the leading blogs by many about law firm marketing, so there’s a reason why it ranks at the top of list when one does a Google search on the topic. It’s packed full of great guidance and the latest information about law firm marketing and business development. He started the blog in 2005 and updates it about once a week. These days, Tom spends the majority of his time providing one-on-one business development coaching (by telephone throughout the U.S. and overseas) with lawyers in all size law firms.
- How to Maximize Your Law Firm's Marketing ROI
by John Remsen, Jr.
Law firm marketing has come a long way in 25 years, and firms are starting to figure out what works and what doesn’t. In the early days, it was mostly about brochures, sponsorships and advertising. More recently, however, smart firms have shifted the way they allocate their marketing and business development resources. And the action is with business development.
A few facts to consider:
- Client hire lawyers, not law firms.
- Clients hire and refer lawyers they know, like and trust.
- For most commercial firms, 80% of next year’s business will come from current clients.
- It takes 5-7 times more time and effort to generate a matter from a new client than from an existing client.
- Business Development Thought for the Day
by Tom Arceneaux, Esq.
My good friend Tom Arceneaux is the Partner-in-Charge of Business Development of Blanchard Walker, a 25-lawyer firm based in Shreveport, Louisiana. Every morning, he distributes a "Business Development Thought for the Day" and he's been doing it for over a year. It began as an internal newsletter to help motivate lawyers at his firm to get out and market. Others outside the firm learned about it and today, he has more than 500 lawyers on his distribution list. I've enjoyed reading his practical and inspirational advice, and Tom is kind enough to invite our readers to join his list. Tom's firm is a member of the Meritas network.
Click here to subscribe.
- LawMarketing Portal
by Larry Bodine
This is a helpful portal addressing all aspects of law firm marketing. Operated by Larry Bodine, an expert in law marketing, the portal includes news on events and resources, and hosts the LawMarketing Listserv. In the Law Marketing Blog, he regularly posts tips on marketing and client development.
- Legal Marketing Association
Founded in 1985 and with over 2,500 members, LMA is dedicated to serving the needs and maintaining the professional standards of those involved in marketing within the legal profession. 93% of the NLJ's top 250 firms are represented in the organization. Our CEO, John Remsen, Jr. has served on its national Board of Directors and was Executive Editor its monthly newsletter called Strategies: The Journal of Legal Marketing.
- Law Marketing Bibliography
by David M. Freedman
This is a terrific Web site maintained by David Freedman, a public relations consultant based in Highland Park, IL. It accurately and objectively reviews over two dozen of the top books on marketing and business development for lawyers and law firm marketing professionals.