Lawyers and Marketing – What You Need to Know and Didn’t Learn in School

Last year, I read a post on LinkedIn titled, "Why Don't Law Schools Teach the #1 Factor for Success?" It was authored by Cole Silver, director of client relations at Blank Rome, and a perusal of his profile revealed a wealth of solid, crucial advice for lawyers on how to thrive regardless of layoffs, mergers and firm closures. Because marketing is a huge stumbling block for lawyers I coach, I asked Silver for an interview. Silver's role at Blank Rome was created to drive revenue, coach and train lawyers on how to acquire and retain clients, bring the client's voice, [...]

By | 2017-02-28T21:44:01+00:00 January 30, 2017|Categories: The Huffington Post, The Legal Intelligencer|Tags: , , , , , , |

The Resilience Factor in Building a Network and Marketing

For the last few months, I have been writing about the importance of building a network and marketing. Regardless of whether you are in public service or the private sector, it is important for your career. Your brand is something to define, nurture and protect, whether your work depends upon securing clients or not. If you are in the client business, how do you keep going when you hit a roadblock or obstacle? When prospects don't return calls, clients go away and you're starting to feel like the Maytag repairman, how do you handle it? The way you answer this [...]

By | 2016-05-28T23:24:16+00:00 May 28, 2015|Categories: The Legal Intelligencer|Tags: , , , |

Two Marketing Standbys to Get Your Process Going

For some people who are finishing up school or are in the early stages of a career, the M-word they fear most is marriage. For many, though, that word is marketing. In some ways, the Mother Goose nursery rhyme "This Little Piggy," commonly told while wiggling the ticklish toes of a toddler, says it all: "This little piggy went to market. This little piggy stayed home." What do you think about when you wake up in the morning and prepare for your day at work? If you are consumed with how you are going to get the work done, deciding [...]

By | 2016-05-31T21:44:52+00:00 April 30, 2015|Categories: The Legal Intelligencer|Tags: |

It’s Time to Make the Effort to Build Your Network

Relationships have always been important to me. My natural inclination is to maintain them. It follows that I am still in touch with people from grade school on, professors I had in college and law school, employers, co-workers and friends I have met along the way. I didn't think of them as my "network" when we were in the school yard or having beers after taking the bar examination. But who can better attest to your character, competence and capabilities than the people who have known you, taught you, worked beside you and employed you? A few years ago, I [...]

Effective Niche Marketing for Lawyers

Niche marketing describes a firm narrowing down its focus to stand out from a marketing perspective. There are many advantages to carving out a niche legal practice. Marketing to a specific area is more cost effective, separates you from the pack, emphasizes your uniqueness, conveys a concentration on a particular area rather than a general practice, and can foster a belief that, by limiting yourself to a chosen field, you will be up-to-date on the latest precedents and well-versed in nuances that could elude a generalist. However, marketing to a niche is vastly different from marketing against a niche, particularly [...]