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Why Attorneys Hate Marketing
(And What You Can Do About It)
By John O. Cunningham
Here are 10 common attorney objections to marketing and sales, along with insight and advice to law firm marketers on how to understand and work with the anti-marketing mindset.
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Law Firm Leadership in the 21st Century:
Say Hello to the Law Firm CEO
By John O. Cunningham
The role of law firm leader is evolving rapidly toward that of a law firm CEO whose main focus is on managing people, administration, business development, long-term planning and running a business — not practicing law.
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Linkedin for Lawyers: Top Ten Tips
By Amy Campbell
Linkedin can be a powerful online tool to help you expand their professional network, raise your visibility, and position and control your personal brand — if, that is, you know how to use it.
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Budget Essentials for Law Firm Business Development
By Deborah C. Scaringi
What do law firm business development pros put at the top of their budget "must haves"? Deb Scaringi polled some industry leaders to determine what tops their list of indispensable budget line items.
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Direct Mail in a Web 2.0 World
By John O. Cunningham
In a business environment buzzing with a constant stream of e-messaging, one way to demand the attention of your target audience is a good old-fashioned direct mail campaign. Learn how the authority and permanence of "print" might be just the hot new medium for your law firm's business development plans.
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Lessons from the Recession: How Marketing Practices and Priorities Can Make the Difference
By Sam Brown, Bernie Thiel and Susan Buddenbaum
A survey by the Alterra Group found that despite the sour economy, a number of professional services firms actually held their revenue steady or increased it in 2009. What separates the firms that thrive? The research finds that the more successful companies have distinctly different marketing practices and priorities than those whose revenues declined.
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"Do-It-Yourself" Marketing for Small Law Firms
By John O. Cunningham
Small firm lawyers don’t need expensive advertising to be effective marketers. With some diligence and imagination, small law firms can imitate the marketing strategies and programs of larger firms — even with part-time or no in-house professional marketing staff.
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Ten Ways to Boost Lateral Partner Integration
By Katie Rutter
Whether due to mergers or downsizing, the trend in lateral lawyer moves are on the rise. Creating a lateral integration program is essential to make sure your new laterals hit the ground running, get up to speed, find their fit in your firm culture, and contribute to the firm's success. Here's how to do it.
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Recessionary Thinking: 12 Smart Marketing Tips for Tough Times
By Deborah C. Scaringi
If you or your management is considering cutting or eliminating marketing programs because of tough times, think again! Research shows that companies that market through a recession stand to gain tremendously over competitors that cut back. Here are 12 cost-effective marketing actions for surviving and thriving through a down economy.
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Getting Marketing and Business Development on the Same Page
By Robert Buday, Bernie Thiel, Susan Buddenbaum, and Tim Parker
Law firm leaders can begin to increase the returns on their marketing and sales investments by asking one simple question: Are marketing and business development playing the same game, on the same team, and using the same game plan and scorecard?
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Six Facts About New Business — What Every Lawyer Needs To Know
By Jim Hassett, Ph.D.
In a free chapter from his book, consultant Jim Hassett offers six basics that any lawyer can quickly understand and apply in order to start winning more legal services business.
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Law Firm Change Agent: Do You Have What It Takes?
By John O. Cunningham
Law firm marketers often find themselves introducing initiatives and concepts outside the comfort zone of the traditional culture of the firm. Learning to play the role of organizational change agent can help bring success to both your firm and your career.
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Attention Associates: How To Create
Your Personal Sales and Marketing Plan
By Beth Marie Cuzzone and Catherine Alman MacDonagh
With all the demands placed on associates — by partners, clients, families, friends, community work — how do develop your personal marketing and selling skills in order to build your book of business? The answer: You must have a plan. Here's a road map (including a business plan worksheet) to help you design your own plan — today.
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The Lateral Partner Power Play
By John Hellerman and Gary Klein
Are law firms spending too much time and money branding the firm? Here, Hellerman and Klein argue that in the age of the portable professional, strategies for promoting, retaining and attracting lateral partner talent — similar to the investment services model — is the path to long-term success. (Click to read more...)
The 10 Habits of Highly Successful Law Firms
By John O. Cunningham
What separates successful law firms from those that struggle? This article looks at common habits that leading law firms use to carve out space in a brave new legal services marketplace. For large firms as well as small, here are 10 institutional traits that seem to be the seeds of success.
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Making the Most of Your Attorney
Orientation Process — for Marketing's Sake
By Tara Parker
Tips from the Trenches: Here's what one law firm marketer does to make sure new law firm hires understand the role marketing plays in their new firm — from square one. (Click to read more...)
Market or Die: A Message to Managing Partners
By John O. Cunningham
Law firm leaders face critical decisions in a legal services marketplace that is consolidating and changing rapidly. For law firms of every size, survival depends on transforming firm-centric models to 21st century client-centered service business models. Elevating the marketing and business development function from afterthought to strategic weapon is the key. (Read more...)
Legal Marketers Bookshelf: Top Picks from Peers
By Amy Campbell
Looking to bone up on your legal marketing wisdom? Need credentialed backup for your marketing plans? A quick survey of favorite law firm marketing books points to several authors you should consider for your law firm marketing library. (Read more...)
Sales Enable Your Law Firm Web Site
By Amy Campbell
The importance of your firm's web site in your sales process should not be underestimated, even in a relationship business like legal services. Let's face it, what's the first thing people do once they get a specific attorney referral? They "Google" the attorney, read the bio and peruse the firm's web site. For large and small law firms alike, your web site plays a key role in the discovery process and sets the tone for how a potential client evaluates your firm. (Read more...)
LMR BOOK BROWSER: FOR THE MARKETING MINDED...