No. I don’t think of lawyers as brands, but I do think there is something we can learn from the branding universe. In-house lawyers often focus on protecting and advancing their companies’ brands—but what about their own? Personal and department branding aren’t just for law firm professionals. For in-house counsel, a strong brand can help build credibility, enhance influence within…
I see it over and over again. Too often, laterals don’t succeed. The firm hires a 🌟 partner with an impressive 📕 of business, or previous government experience, rolls out the red carpet, and then… the integration stalls. Clients don’t materialize. The lateral moves on, leaving the firm with a loss of time, money, and opportunity. As a marketer involved…
For many lawyers, the idea of turning acquaintances or friends into clients feels tricky. People generally ask me, “What is the magic?” No one wants to sound like they’re pouncing on a friendship and risking the relationship by asking for business. I really understand that. Yet the truth is, your friends already trust you — so why shouldn’t they consider…
What does it take to grow a successful cross-border legal practice? That’s exactly what we explored in a recent webinar hosted by the Legal Marketing Association and the International Bar Association “Cross-border Business Development: Expanding Your International Footprint.” The one-hour session – I was fortunate to moderate – featured a panel of seasoned rainmakers and business development professionals. Our esteemed…
I’ve been working on a project recently that involves speaking with several of the world’s leading rainmakers. These are top professionals who consistently generate significant business, often making it seem effortless to others. However, when you really listen and ask the right questions, a common thread emerges: they each develop business in their own unique way, and they all emphasize…
Have you ever struggled to find the right words to ask for something important—like asking someone out on a date or asking a client for new business? You’re not alone. Many lawyers I’ve worked with over the years face the same challenge (on the new business quest; I don’t delve into their dating history.) They might have a fantastic marketing…
Years ago, someone said to me that in the world of business, there were generally only five people you needed to know in order to create a successful business. That number five always struck me as odd. This weekend, I listened to a podcast interview with Ryan Serhant, the real estate wunderkind from shows like Million Dollar Listing New York….
I admit it. I love great service. Whether it’s delivered in a shop, a hotel, a doctor’s office, or even by Amazon, I notice it. Unfortunately, outstanding, truly-memorable service has become a rarity, though when you experience it, it’s a delight and worth noting. In order to gain referrals — either as a lawyer or as a restauranteur — your work…
During a recent trip to Milan, I met with an accomplished Italian lawyer who emphasized that for him, in Italy, business development is all about relationships. It’s knowing that the lawyer you hire is someone you can trust and genuinely like. Once that is proven, the relationship should be a long-lasting one. Just as the way we drink coffee varies between…
I received a call yesterday from a good friend, an executive director at a thriving law firm. We’ve known each other for years and while we ended up discussing business, it started my wheels thinking about relationships and how they build a business in professional services. After years of focusing the best marketing techniques in professional services, I always revisit…
