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…
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,…
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…
Lifelong learning. Freda Rebelsky was the kind of professor you didn’t just admire; you adored. After a pioneering career in child development and consumer products research, followed by years as a phenomenal professor and fierce advocate for women 👭 , Freda — well into midlife — decided to take up the cello. She loved learning new things and didn’t relish…
Every so often, you need to take a step back. It can do wonders for your work, your health, and your sanity. But let’s be honest—I’ve never been great at it. Two months ago, my world changed when my mom passed away suddenly, and I found myself navigating the heavy reality of loss. From working with my sister to plan…
My mentor left me a few months ago, but only after she gave me a lifetime worth of lessons. My mom Phyllis Brightman was brilliant. That word didn’t just describe her intellect, but her super-charged sense of humor, business smarts, and way of looking into someone’s soul with her piercing green eyes to know exactly what made them tick. A…
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…
