Do professional service firms need both push and pull marketing? The answer is yes. There is a concept of pushing and pulling in marketing strategy, which most good marketers have in their DNA. These two doorways into a business are equally important. At times of stress in the economy I see firms putting more emphasis and budget towards one or…
“We need to raise salaries, so we’ll need to increase rates again.” “It’s that time of year, get the rate increase letter out to clients.” In the world of legal services, the decades-old strategy of continuous rate hikes is proving to be a dangerous path to profitability. Clients are more discerning, seeking value beyond billable hours. And if a firm…
“I’m a litigator. I only get hired when there’s a problem. How do I market?” “I’m an M&A lawyer. What do I do when the market is down?” The interesting thing about client service and marketing is that to be truly impactful, they need to take place constantly. These elements are integral in how leading professionals run their practice. Taking care…
News reports have been multiplying, naming new managing partners and practice leaders, newly crowned at law and consulting firms nationwide. But will these new leaders succeed? To make leadership succession work, here are a few patterns I’ve seen lead to success. 1. Communication is critical. Surveys show people don’t leave firms simply for the money but in large part, because…
Law firm leaders often ask, how early is too early to have “the talk” and speak with associates about business development? It’s never too early. Why? 1. Associates want to know how the firm operates, and they want to know their work has meaning. Sharing how the firm gets and grows clients makes leadership more transparent, which is essential to…
These days, I don’t often think about mean girls, or their grown-up counterparts mean women. I am bewildered every time I come across one. Each time I do, I am shocked. I believed they were close to extinction, so I was taken aback when The New York Times recognized their existence this past weekend. While I’ve been fortunate to have…
As featured in PLI on April 1, 2024. In today’s interconnected world of conferences, social events and LinkedIn, associates and partners often struggle to expand their networks and wonder how to invest their time in network-building effectively. On the other hand, there are individuals known as “rainmakers” who excel in their work and networking. They effortlessly connect with many people,…
Are you in a frenzy trying to figure out how to develop a stronger brand and book of business in 2024? You are not alone. January is when many lawyers, particularly those at law firms, think, “I may have done okay last year, but how do I flourish in the new year? “ A new list of top 10 books…
In 2024, I am aiming for simplicity. I don’t know if I will get there, but I am trying. I’ve always loved a straightforward marketing plan or an organization with a strategic plan with tactics to match. (In fashion speak, it is a bit like having the right shoes that match the perfect bag.) I know that doesn’t sound like…
“What’s all the fuss about personal branding?” my colleague asked as she played with the latest photo filter. Chances are we agree that it matters how we show up on LinkedIn, Instagram or other social media platforms we use. Still, there is much more to personal branding than the written word or the filtered photo. There are many pieces of…
