Posted in Law Firms, Legal Marketing

Associate BD Training: It’s Never Too Soon to Start

Robin IoriThe ILN is extremely fortunate to have not only a lot of talented lawyers, but a number of other talented professionals as well. Included in that group are the hardworking marketing professionals at our member firms across the world. This year, I wanted to highlight some of their expertise in a series of guest posts here on Zen. Our first one comes from Director of Marketing with the ILN’s Illinois member, Arnstein & Lehr, Robin Iori. In today’s post, Robin is addressing the topic of business development training for associates, and this is a timely one for many law firms in the market. One of the hottest trends that came out of the submissions from this year’s crop of Your Honor Awards was an increased focus on young lawyers, and that bears out with what I’ve seen and heard in my daily engagement with firms as well. So as Robin says, when it comes to business development training for your associates, it’s never too soon to start.


Introducing the concept of business development to eager, young associates in a law firm can produce a variety of responses.  One response is the “deer-in-the-headlights” eyes that ask with trepidation, “I have to do this already?”  Then, there’s the furrowed brow look that may be saying, “Did I miss an email about this?” Or, there’s the response that involves nodding the head in agreement during the meeting and sheer panic once the meeting ends.

It’s not as if the topic of business development is new to the legal community today. Law schools still are not giving the subject as much attention as they could, but at least young lawyers know that ultimately they will come face to face with the concept if they join a law firm. Continue Reading

Posted in Roundups

Week of February 13, 2017 on ILNToday – A Roundup!

roundup“Busy” is an understatement for this week and from speaking with some of our lawyers, I’m sure they would heartily agree! So let’s get on with the roundup!

Posted in Rainmaking Recommendations

Rainmaking Recommendation from Jaimie Field: Get Social or Else!

In the latest edition of “are we still really talking about this?” Jaimie Field brings you a recommendation on why, as lawyers, you should be paying attention to and using social media. I will add this caveat – social media, like any marketing tool, needs to be used when and if it aligns with your marketing goals. But at the very minimum, you should understand what the tools are and how they work, because they may benefit you from a research perspective, because your clients use them and you may need to advise them, or because they fit into your own strategy for business development, relationship engagement, reputation enhancement, etc.


It’s 2017.  More and more lawyers are using Social Media and the numbers keep growing.  A recent post by Nicole Black writing for MyCase provides some of the latest statistics about  how lawyers are using social media and blogging for marketing and business development purposes.  Continue Reading

Posted in Firm of the Month

ILN Firm of the Month – Sit, Fung, Kwong & Shum – Hong Kong, China!


The ILN is proud to announce our latest firm of the month, Sit, Fung, Kwong & Shum – Hong Kong, China!
Founded in 1981, Sit Fung Kwong & Shum has established a solid practice in litigation, conveyancing, commercial law, intellectual property, information technology and Chinese law. Local and overseas clients include leading multinational, public and private companies and professional firms.

There are four notaries public and five China-appointed attesting officers in the firm. Many of the lawyers are qualified to practise in other jurisdictions in addition to Hong Kong, including England, Australia and Singapore.

The partners believe that the success of a modern law firm depends on its ability to understand and satisfy its clients’ needs and answer them in a professional manner. In pursuit of such belief, they have insisted on a high level of accountability to their clients. Continuous training organised within and outside the firm equip their staff with up-to-date legal knowledge and regular practice reviews provide venues where practical experience is shared among members of the firm.

Through effective office management, effective deployment and structuring of human resources, application of modern information technology, meticulous business planning and budgetary financial control, they have been able to build a smooth and efficient working environment achieving optimum output for their clients’ benefits.

Continue Reading

Posted in Law Firms, Legal Marketing, Social Media

Super Bowl Commercials – The Ugly of 2017

We are finally here at the “ugly” of the 2017 Super Bowl commercials – do you already have your list is mind? The first couple were really easy for me to come up with, and the last few were late additions after some extra thought was given to the crop of ads this year.

No need for extreme measures just Switch to Sprint!

Sprint, seriously?

The best that you could come up with after spending all of that money on this spot was the idea to fake your own death to get out of your phone contract?

Seriously icky and disturbing.

And while his family watches no less? Really? Just a no, all around.

We get it. You want to give us the message that it’s hard to get out of your phone contract. But is that really the reason you should switch to Sprint? Because it’s so hard to get out of your phone contract that you need to fake your own death? That’s the best you have to offer us?

Huh. Continue Reading

Posted in Roundups

Week of February 6, 2017 on ILNToday – A Roundup!

roundupIt’s been another busy week here at the ILN as we prepare for our Asia Pacific Regional Conference, and engage with our lawyers on a number of different subjects. We’ve been working on an ILN Instagram challenge to boost up our usage of the platform this month, so if you’re an IG user, check us out over there! And don’t forget to grab a cup of coffee before you take a look at what our lawyers have been working on in this week’s roundup from ILNToday:

Posted in Law Firms, Legal Marketing, Social Media

Super Bowl Commercials: The Bad of 2017

Now that we’ve seen our lackluster list of “good” Super Bowl commercials for 2017, let’s dive into the ones that I thought weren’t so hot. The majority of spots made it into my “mediocre” category, so it’s harder to choose “bad” and “ugly” ads this year than you might think – but I’ve buckled down and come up with a few for you!

CURE Auto Insurance 2017 Super Bowl Commercial: Don’t Follow Too Closely

CURE Auto Insurance has never made an ad I’ve liked, and this year is no exception. But I find this one to be especially disturbing. The message in this spot is the idea that you shouldn’t “follow too closely” – they’re an auto insurance company, so they’re banking on a double entendre. They literally mean that you shouldn’t follow people too closely in your cars (though they’ll protect you from people that do, is the brand claim), but the metaphor in the spot is people who “follow” you too closely on social media.

However, the ad comes off as really creepy and stalker-esque. Which real-life following mishaps can cause too. Differently executed, this commercial might have been funny. But instead, it’s a bit traumatizing – for anyone who has ever been harassed online and off, cyber- or in-person stalked, this ad isn’t funny in the least. And they’re an auto insurance company, whose message also gets lost in there somewhere too. Not only is it a big miss on the messaging, it leaves me with a negative feeling about the company, which is really not something you want to achieve with your marketing. Continue Reading

Posted in Law Firms, Legal Marketing, Social Media

Super Bowl Commercials: The Good of 2017

Gratuitous photo of me with the winningest Super Bowl QB of all time

Gratuitous photo of me with the winningest Super Bowl QB of all time

It’s that time of year again – the time when football fans mourn the end of another season with the pigskin and marketing fans rejoice because the best and brightest (usually) bring out the year’s highlights for strong ad campaigns. Also, guacamole tends to abound, and when is that ever a bad thing?

2017 was a little bit different, and definitely in a bad way. We had a little bit of a warning, because advertising was down – Tim Calkins, Clinical Professor of Marketing at the Kellogg School of Management, Northwestern University talked about some of the reasons for it in his post “Why Super Bowl Ads Are a Tough Sell in 2017.” And it makes sense. In seven years, ad buys for the Super Bowl have at least doubled in cost (really, NFL?), and that doesn’t take into account that companies now must create an entire social campaign around their 15-60 second spots. Where they used to have to draw only on their creativity for the ad, and perhaps a fully branded campaign around it (depending on the brand), they now have to consider both the social impact and the social engagement that the spots will generate – before, during and after they air.

This year’s crop of spots also saw some big names absent too – no Doritos or Butterfingers meant that we were already lacking some traditionally funny giants right off the bat. The tense political climate of the moment had a lot of people asking whether brands would play it safe, or take risks. In some cases, it had fans misreading the intentions of brands’ ads, because of the context of the environment. Overall, it was a ho-hum crop of spots – both on the good side AND on the ugly side. While I still have a few for you in the “ugly” category for next week, I felt like I was missing both the highs and lows of previous Super Bowl ads.

But without further ado, let’s look at my top five commercials for this year, and what lawyers can learn from these spots. Continue Reading

Posted in Roundups

Week of January 30, 2017 on ILNToday – A Roundup!

roundupIt’s the end of a busy week here at the ILN and we’re 20 days away from our Asia Pacific Regional Conference! I’m really looking forward to seeing our lawyers for the first time in 2017. For that reason, it’s a great time to resurrect last year’s post on The Value of Conference Networking for anyone getting ready to do their trip prep (and others out there engaging in their own networking)!

It’s been a busy week on ILNToday, with US lawyers making sense of some of the new administration’s announcements and orders over the last week – expect to see much more on this in the future, and plenty going on around the world as well. For the roundup of our top posts, look no further:

Posted in Rainmaking Recommendations

Rainmaking Recommendation from Jaimie Field: Groundhog Day

Today’s rainmaking recommendation from expert and trainer, Jaimie Field, is particularly apt on this February 2nd, because it deals with Groundhog day – and not the little guy that pops out of the ground in Pennsylvania once a year, but the Bill Murray movie where he relives the same day over and over again. Find out why this is relevant to your legal practice here.


In the famous 1993 movie, Groundhog Day, Bill Murray’s character seems doomed to relive the same day over and over until he gets it right.

While this is a comedy, there is nothing funny about the fact that, as a lawyer, you are probably living the same day over and over again.

Think about this. We are a bundle of ingrained habits.  We wake up, we go to the office, we get home, we go to sleep. We wake up, we go to the office, we get home, we go to sleep.  We wake up, we go to the office, we get home, we go to sleep. Are you getting the idea? Continue Reading