Last week, we talked about content as a means for building relationships, while some of our more traditional methods for relationship-building are on hold. “But HOW do I do that?” you may ask?

Lawyers and law firms often think of content marketing as a solo activity. While you may have a strategy that is firm or practice-wide, in general, you’re thinking of the producers of the content for that strategy as individuals.
Continue Reading Two Ways to Use Your Content to Build Relationships

It’s week ten of lockdown in my state, and while there are some places that are entering a phased reopening, some countries have extended their border lockdowns and many of the firms I have talked to are planning to continue remote working for a while because it has proven so effective. As a result, we all continue to have to find new ways to network, build relationships, and yes, even in some cases, develop business.

I think we can all agree that at the moment, the only thing we should all be doing is finding ways to relentlessly deliver value, and if business comes from that, then great. One of the ways we can do that is through content. We’ve already covered the two biggest problems with legal content as well as how to really deliver exceptional content, so today, I’d like us to think more about how you can make your content about building relationships. It can often seem like it’s a one-way conversation – you write or say something, push it out into the world, and that’s it; your content lives there and does its thing, and hopefully it brings in some business for you. But what if you used it more strategically than that, particularly in this moment when it’s harder to have in-person relationships?
Continue Reading In the Age of COVID-19, Make Your Content About Building Relationships

We’re thrilled to announce that a few weeks ago, we debuted our new podcast, Law Firm ILN-telligence, where we bring you real intelligence from real law firms. The first episode, I interviewed Pal Jalsovszky, the managing partner of Jalsovszky Law Firm in Budapest, Hungary and a member firm of the International Lawyers Network. We

My title my be tongue-in-cheek, but my message this week is quite serious.

We’ll get to that in a moment. First, I want to consider for a moment what happens in a crisis. We panic a little bit, right? Even if we stay mostly calm, our world gets very small, and we’re often looking only at the three feet around us. It sometimes means that we’re looking only at what our firm, our office, or our team is doing, and not focusing on the larger picture. We’re also trying to do everything extremely quickly and efficiently, because the needs all feel so IMMEDIATE – clients need us RIGHT.NOW. And that’s not imaginary – they do. Orders have come down from state or national governments asking them to shutter their businesses within hours. They’ve had to move employees from in-office to remote immediately, sometimes with no plans in place. You may be assisting them in doing this often while having to make similar decisions for your own firms.
Continue Reading “I Don’t Want No Hubs” – a.k.a Show me the Value

If you’re new to working from home, by now, you’ve seen or read about 15 posts on what to do, from putting on regular work clothes to setting a schedule and having a dedicated work space. I’m a work from home veteran with fifteen years under my belt, so I know a thing or two about it. It’s true that it does take a certain personality – I fall into the category of finding it hard to walk away from my computer at the end of the day (I’m not sure if that means I’m more or less successful at working from home, but it does mean I get a tremendous amount done).
Continue Reading Working from Home During a Pandemic – 3 Atypical Tips

As travel restrictions increase, and law firms begin to close their offices and reduce their client meetings, it’s time to get creative about the ways in which we keep in touch. “Collaboration” sounds like the sort of thing that requires you to be in the same room to achieve, but in fact, you can use content collaboration as a way to build relationships with clients, potential clients, and others all while remaining in your office (home or otherwise).

I recently read a great piece on 9 Free Tools to Co-Create Content, which not only included some great resources, but also some excellent inspiration for ways we can be better content collaborators in pursuit of building better relationships.
Continue Reading Lawyers: Don’t Let Coronavirus Stop You from Collaborating – Here’s How

Coronavirus.

The hot topic on everyone’s mind at the moment (unless you’re in the US and then it’s pretty evenly split between politics and germs). I almost hate to join the fray and discuss it, but with so many events being cancelled, and travel restrictions being enacted, I wanted to add some suggestions for how to continue networking during this time, so that you don’t lose momentum on your relationship building efforts.

For some of us, travel and events still move forward. Travel guidance varies – it depends on your destination and the size of the gathering. Common sense and good hygiene are essential, and for our group, we’ll be instituting what we’re fondly referring to as “Operation Fist Bump” at our upcoming Annual Conference (which may be further downgraded to “Operation Wave Hello.”
Continue Reading Lawyers: Networking During the Coronavirus Outbreak

None of us are perfect networkers/relationship builders.

Yes, it seems to come more easily to some than to others, but it’s not an exact science. For the most part, it’s an ever-adapting process that we’re constantly refining based on our current goals and our target’s needs.

But there are a couple of areas that we tend to go astray with building relationships, and that’s where we’re going to focus today.
Continue Reading Fixing the Two Biggest Networking Blunders that Lawyers Make

It’s February 4th, and that means it’s International Networking Week (I know you all had it on your calendars already!)

Apparently, January is a prime time for networking burn out, and that makes sense. It follows on a long season of holidays and entertaining, when we’re trying to fit in the last of our CLE requirements, meet up with family and friends, and rush to finish all of our end of the year work. So as we kick off February, who is really feeling fresh enough to network again in a way that’s going to effectively develop business for you and your firm?

Let’s look at four tips that will ease you into some networking in a way that doesn’t feel too overbearing, but will still help you to accomplish your goals. 
Continue Reading Four Tips to Recover from Networking Burn Out

Now that it’s 2020, I think (read: I hope) that we’ve all come to the conclusion that it’s important to develop a strong plan that identifies the goals that we have for business development, and the tactics and strategies that we’ll use to develop those goals, right? I have a sneaking suspicion that there are still a few people out there who are throwing various ideas up at the wall with the hope that some of them stick, and this is the year to stop doing that. Really, I mean it.

In my post today, I’m going to talk a lot about content marketing, and yes, I know I’m using both the dreaded words “content” and “marketing” together, but stick with me, because we’re also going to look at how these tips impact the message that you’re sending out regardless of the activities that you’re pursuing. Why is that? Because no matter what you do, you’re offering a message about yourself. Talking to someone in line for coffee about how you help clients? I hate to tell you, but you’re marketing yourself (and by the way, that’s a good thing). 
Continue Reading Lawyers: Stop with the Noise & Promote Yourself Specifically & Thoughtfully with these Two Tips