Relationship Management

unsplash_523b1f5aafc42_1The best session that I attended at the Legal Marketing Association‘s Annual Conference by far was “ROI: Measuring So You Can Better Manage,” with Equinox Strategy PartnersJonathan Fitzgarrald (Full disclosure: Jonathan is a friend of mine, but whether I’d known him or not, this session was chock full of value).

Per the conference guide:

As stewards of marketing and business development resources, legal marketers can build trust and rapport within their firms and obtain buy-in for key initiatives by managing expectations and measuring results.

Join Jonathan Fitzgarrald of Equinox Strategy Partners as he provides real-life examples and best practices surrounding:

  • Key metrics for justifying your existence at your firm
  • Formats and frequency for reporting results
  • Determining which attorneys should see what metrics
  • How to better leverage peer (e.g., finance) relationships
  • Available technologies for tracking and reporting metrics”

Jonathan used the session to give us ten actionable steps that we can use within our own firms and organizations to better manage the relationships with our lawyers. 
Continue Reading 10 Ways to be a Legal Marketing Rock Star

It’s time for another Two for Tuesdays here in muggy New Jersey, and what better topic to discuss than conference follow up? We just wrapped up the ILN’s 26th Annual Meeting in Chicago, which was a whirlwind of business sessions and social activities designed to facilitate relationships. And we managed to squeeze a little fun in there too! 

As with any conference, it can be easy to return to your office and in the chaos of catching up with work and getting back into your regular schedule, forget everything you learned at the conference. So especially for my ILN attorneys this week, I bring you two tips for conference follow up.

Tip One: Connect on LinkedIn

When you attend a conference, you either receive a pile of business cards, or an attendee list to draw from. As you get back to your office, take a look at the list or the cards – hopefully you made note of who you met, and a distinguishing characteristic of that person, but if you didn’t, take a couple of minutes to jot it down.

Then, head over to LinkedIn. Search for the people you talked to on LinkedIn, and send them an invitation to connect. Continue Reading Two for Tuesdays: Conference Follow Up

Today’s Two for Tuesdays is going to address a problem I’ve seen fairly consistently over the last decade in legal – a failure to respond to emails. It’s a rather HUGE pet peeve of mine, and I want to talk today about why it’s important, as well as another tip for managing your professional relationships. 

Tip One: Answer. Your. Emails. 

I know attorneys are busy. I know that their time, literally, is money. So I can be forgiving of the attorneys who may not read and answer all of the emails that I send them.


It boggles my mind when someone emails an attorney to say that they want to refer work to them, and the attorney doesn’t answer. 

If someone sent me an (legitimate) email that basically says, "hey, I want to pay you money," I would answer it (Nigerian princes notwithstanding).Continue Reading Two for Tuesdays: Best Practices for Professional Relationships