What's your firm's process for dealing with a potential new client? What happens when someone sends the firm an email asking for a quote for a real estate transaction or when a frantic caller leaves a long, detailed voice mail message about why she wasn't to blame for the fatal car crash being covered on the morning news? Who takes the call? How are calls prioritized? And is … [Read more...] about How and why you need to carefully screen cold calls from potential new clients
Marketing
5 tactics to try at the next trade show to bring in new business
It's inexpensive. It hits the exact market the firm wants to target. And it provides face-to-face contact with potential clients. It's the trade show exhibit. It's a small investment with a good return says Linda Bishop of Thought Transformation, an Atlanta sales and marketing firm. As a trade show exhibitor, an attorney can reach several hundred people who have direct … [Read more...] about 5 tactics to try at the next trade show to bring in new business
3 proven ways to build a more profitable client base
It's always a good idea for any business to revisit its business plan, making sure it's on track with its vision and meeting the needs of its target customers. Usually this review involves asking itself the three big strategic questions: Where is the practice now? Where do we want it to go? How will we get there? But sometimes it's not always easy to clearly identify where … [Read more...] about 3 proven ways to build a more profitable client base
10 ways managers are improving their law firms
Ah, the woes of running a law office. You know them well: Reams of reports, scheduling squabbles, technology tangles, and so much more. It takes a lot of skill, patience, and strategy to make a law office run smoothly—plus a little bit of help from others who know your pain. That must be why the Reader Tips section of our website is so popular. It contains dozens of solutions … [Read more...] about 10 ways managers are improving their law firms
Use weekly financial reporting to keep partners aware of cash flow
A Vermont manager has found that running the financial reports weekly instead of monthly is an easy way for the partners to stay always aware and in control of what's going on. They see every penny that has come in and gone out. They know how each attorney and each practice area is faring. And they know when to expect extra expenses and what the taxes are likely to be. The … [Read more...] about Use weekly financial reporting to keep partners aware of cash flow
Personal touch helps win highly profitable corporate clients
It's a first-class presentation, but the corporate business goes to another firm. What happened? The big balloon deflator is that most corporations have their hiring decisions made long before the beauty contest. The winner is almost always the firm that has developed a relationship with the company beforehand, and the selection process is naught but a friendly formality. … [Read more...] about Personal touch helps win highly profitable corporate clients
To-Dos: Your April office checklist
Here are a few tasks that should be addressed this month. Do a first quarter evaluation with employees who have a billing quota. Assess where they are in terms of reaching the annual goal and discuss any changes that need to be made, adjustments in procedures for capturing time or time management skills. Review the firm's profit and loss statement as it compares to the … [Read more...] about To-Dos: Your April office checklist
Marketing your practice: How to attract more clients by positioning your attorneys as “thought leaders”
The attorneys in your practice are more than knowledgeable; they are thought leaders in the legal field. So why not share their expertise, and market the practice in the process? Seeking information People actively seek legal information. Indeed, legal websites are highly popular, books offering legal advice sell well, and television shows like "Law & Order" have found new … [Read more...] about Marketing your practice: How to attract more clients by positioning your attorneys as “thought leaders”
7 quick ways to jump-start your firm’s business development efforts
By David H. Freeman bio Every so often, you may think, "I could use some fresh ideas to jump-start the firm's business development efforts." Or perhaps the managing partner is looking to you for some input on how to grow the business. I have some resources that can help. Over the years, I've produced very short business development tips designed to trigger new … [Read more...] about 7 quick ways to jump-start your firm’s business development efforts
Is this essential ingredient missing from your firm’s customer service?
If you believe that your law firm offers exceptional customer service, you might want to think again, says Kelli Proia, a Rhode Island-based intellectual property attorney and founder of Lawducate, a business education firm for lawyers. Proia says the customer service component is sadly lacking in the legal business as a whole, adding that too many lawyers focus on the work … [Read more...] about Is this essential ingredient missing from your firm’s customer service?