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

Today’s rainmaking recommendation from expert and trainer, Jaimie Field, deals with a topic that is familiar to me – glossophobia, or the fear of standing up in front of a crowd. Is this something you suffer from? Read on…

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Does the thought of standing up in front of a crowd scare you to death?  Would you rather have a root canal? This is called glossophobia and I’ll tell you something you may not know – even some of the biggest stars get scared about going out on stage.

Now, I love having an audience.  I have ever since I can remember.  After my first career choice at the age of 6 was shot down (I wanted to be a professional tambourine player like Val from Josie and the Pussycats – the 1970s cartoon), I decided I wanted to be a musical theater star. So I attended a theater camp in upstate New York called Stagedoor Manor.  While there, I realized that compared to these amazingly talented kids, I was mediocre and unless Bob Fosse saw me walking down the street and decided he had to have me star in his new show, I was going to be a chorus girl for life.  Nothing wrong with that, but I wanted more. 
Continue Reading Rainmaking Recommendation from Jaimie Field: Are you Glossophobic?

This morning, I’m bringing you a guest post from Lance Godard, of The Godard Group, who is sharing some excellent tips on how to use content to create and deliver value for readers. Have you been wondering how you bridge that gap between good writing, and great writing that catches the attention of potential clients, referral sources and influencers, and shows you to be a thought leader? Lance has the answers. For over 30 years, Lance has worked with lawyers and law firms to help them craft their messages, so if you’re looking for someone to help you with your content, look no further than The Godard Group.

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Blog posts, presentations, podcasts, and more: today there are more ways than ever for lawyers to market themselves and their firms. Whatever the method, though, it’s critical to remember that the most effective marketing is that which creates and delivers value to your clients and potential clients.
Continue Reading Lawyers: Use Content to Create and Deliver Value for Readers

We’re already almost mid-way through September (can you believe it?) and this time of year can feel like a new beginning! Though January is typically the time for resolutions, September can also feel like a refresh as kids go back to school, and we jump back into the grind after our own summer holidays and a quieter period with our clients away for their holidays.

Bearing that in mind, it’s also a great time to refresh your goals and business development efforts. Yes, business development is an ongoing effort, but it doesn’t end simply because the calendar year is wrapping up.

There will likely be three groups of you reading this – those who started the year with business development plans and goals, who split them up throughout the year and made progress on them; those of you who had those plans, but who may have only made some inroads here and there; and those of you who had no plans or goals set at all. But no matter where you are, think of September as your do-over month, and the opportunity to plan for the remainder of the year. (Not sure about planning? Take a look at our recent guest post from Joanne Thorud for some help.)
Continue Reading Restart Your Business Development Efforts

FullSizeRender2017 is here and that means a fresh, clean slate, right?

I like fresh starts, and I like that I feel like I get two of them during the year – one in January with the advent of a new year, and one in September when the school year begins again (even though I’m not in school anymore). But with 2017, I’m struggling to feel rejuvenated. It could be the two solid days of rain we’ve had to kick off this week, or the tough slog that was 2016, but whatever the reason, I’m just not feeling it this week.

I suspect that I might not be alone in this, so in today’s post, we’re going to be looking at some ways we can generate a little inspiration this week if you’re struggling (or even if you’re not!). And if it takes us a few weeks to get our fresh start, then that’s okay too. I’m all about a kinder, gentler 2017, so if we don’t get a perfect jump start right out of the gate, that’s what second chances are for.

As we dive into our three inspirations, huge thanks goes out to my friend, Lance Godard, who helped me formulate a germ of an idea into a palatable post today! 
Continue Reading Three Ways to Inspire Your Marketing in 2017

photo-1429277158984-614d155e0017“What if we showed up and said ‘We’re human too’?” asked Deloitte CMO, Diana O’Brien during last week’s Legal Marketing Association‘s keynote presentation.

It may seem like a strange message from a CMO when talking about marketing your brand, but like many of us, O’Brien has been emphasizing that the client experience is essential for marketing success – and the way to connect with your clients is by “creating moments that matter” and then acting on them.

She focused on a few key themes that supported this idea throughout her presentation: 
Continue Reading Marketing: Creating Moments that Matter

Somehow, it’s already December. 

I know, I can’t believe it either. But it’s true. And you know what that means – it’s time to review 2014 and prepare for 2015. A lot of people have already started this process, but I like to leave it until after our last conference of the year, so that I can incorporate as much feedback from my clients as possible. 

For me, December is a time of reflection. I take out my marketing/business development plan (which I have been reviewing throughout the year, not just this month) and take a good look at it. So in the shuffle to get through all of our year-end activities, try these two tips to have an even more productive 2015. 

Tip One: Review

While each new calendar year is a fresh start, there’s no better way to begin your planning than by taking some time to look back first. Hopefully, you’ve been regularly reviewing your marketing/business development plans, so you have an idea of where you stand in terms of accomplishments. 


Continue Reading Two for Tuesday: Review & Prepare

The truth is, I’m a BIG fan of Starbucks, so I’m predisposed to love this commercial.  But I think there’s a very important message that we at law firms can learn from this ad, and communicate through our own marketing (without even needing a commercial of our own). 

Watch the spot, and see if you can guess what I mean: 

//www.youtube.com/embed/LZVCLVGymmo?list=UUj4nCgtjKJppK_IZeY8TUJg


Continue Reading “Meet Me at Starbucks” – What We Can Learn

Attorneys, do not panic. I haven’t lost my mind when I ask you to think like a marketer (I promise, bear with me). 

How many of you (raise your hands) think of marketing as something that some group in your office does once in a while? 

How many of you think of marketing as brochures and advertisements? 

How many of you think marketers are just people who ask you for money and then put pretty logos together or make sure you have enough business cards? 

Okay, put your  hands down. I’ve got news for you – marketing is everything.

So says this excellent blog post from Blue Kite Marketing that I read this morning. The truth is, and we’ve talked about it here before, every interaction that you and your firm have with clients, potential clients, and influencers counts as marketing. 


Continue Reading Two for Tuesdays: Think Like a Marketer

On Friday morning, LMA delegates gathered to hear the annual general counsel panel, "U.S. General Counsel Discuss Global Needs for Outside Counsel: Is Your Firm on Their Short List?" produced by Inside Counsel and Lloyd Johnson.

The program description read: 

This panel of general counsel will discuss high priority needs, challenges and concerns related to managing a large law department.  In addition, the panel will discuss the complexities…related to managing a remote professional staff who work outside the United States. Topics covered will include: 

  • How law firms can help meet the needs of today’s law department challenges; 
  • What today’s law department leaders see as potential future challenges
  • How firms’ managing partners may engage in shared insight discussions with law department leader/counterparts
  • How is value received for fees paid assessed by the corporations today? 
  • What is most useful about a year-end review, aka client feedback meeting?
  • Last call: number one need on the law department side: from the relationship standpoint? From the substantive legal needs standpoint?"


Continue Reading US General Counsel: Global Needs for Outside Counsel