Insights

Did the Zoom attendees arrive and catch me explaining to my dog (Mrs. Lucy Doberman) that she needed to be quiet or would have to leave the room? I hate that first impressions matter, but unfortunately, they do. Will Rogers knew it when he said, “You never have a second chance to make a first impression.” The impact on professional…

Remember the Judy Collins song Both Sides Now? Imagine if the lyrics were about law firm marketing. My now-nearsighted eyes have seen it from both sides – almost three decades in-house and now as a consultant and author having spoken or worked with more than 60 law firms. Here are a few truisms about being a Chief Marketing Officer (CMO) that…

Why are certain lawyers successful at developing business while others have a tougher time gaining traction? Based on my research, just a few of the common reasons include... ☔ 1. Competency (a must) ☔ 2. Authenticity ☔ 3 Ability to build relationships ☔ 4. Trusted advisor status ☔ 5. Generosity ☔ 6. Long-term perspective If you are interested in the…

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…

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…