How Does Trust Figure Into The Equation?

By Insights

In the last two weeks, I’ve given four presentations regarding business development and building a personal brand. But these talks were different than the ones I conducted in the past in that they included something new: a portion on the topic of trust. Why trust? Many years ago, when I asked a partner at a firm why his clients hired…

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Why Your Marketing Isn’t Working (And What to Do About It)

By Insights

Are your marketing efforts falling because you’re forgetting the most important steps? I worked with a lawyer we’ll call Clark. Clark had a gift for writing bylined articles, but despite his talent, he would publish pieces and consider the job done. He never sent them to clients or prospects or shared them on LinkedIn. Clark would mutter to his CMO,…

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Both Sides Now: A CMO’s View from Inside and Out

By Insights

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…

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What Sets Successful Rainmakers Apart

By Insights

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…

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Lawyers Aren’t Brands—But Branding Still Matters

By Insights

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…

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