Archive for the Marketing (NOT sales!)

I’ll assume you’ve been a reader and keeping track of randomly published but related posts… By now, you know where your financials stand as of the first half of 2008, and you have an idea of where you’ll be at the end of the year. What next?
First, narrow the focus-what describes you best?

I need more […]

So many times I’ve wanted to reach out to the new lawyers who show up on the Solosez listserve asking how long it takes to be “successful”. Along with the excitement comes the extreme challenge of building a new business. Coaching is a great way to be more successful faster, yet it isn’t very accessible […]

Sometimes you must update your blog, but can’t come up with a topic and your “blog ideas” file is empty.

Leverage other material. Given a presentation? Written an article? Update the material, summarize it, or target it to a different audience.
Pick up the phone and call a client or someone involved in your client’s world. What’s […]

This post describes how to develop a marketing goal in the context of your big picture. Say you want to plan a special vacation every year and next year it’s cooking school in Italy, with Lydia Bastianich herself. One of the areas of focus that  might come out of your financial forecasting exercise is “I need more […]

I get a lot of comments when I tell people I coach lawyers. Some of them have a hard time believing me. They’re sure you think you know everything. They think lawyers are arrogant.
Doesn’t matter how the perception grew. What matters is that you show them that YOU are not one of those arrogant attorneys! Some […]

Your mother always told you not to talk to strangers- but it’s one of the best ways to get over any hesitations about networking. Practicing is easiest when the stakes are low- hence the idea of “anonymous networking.” Make a point to talk to strangers every day. Could be your dry cleaner, someone in a waiting room, […]

SO, last post was about who you want to work with, now think about why those people should choose you as their lawyer.
First, review the profile you created describing the people you serve. You’ve already started this process. If you got stuck, then pick it up again. Don’t worry about perfection or the consequences of […]

If you haven’t revisited this question for a while, plan time and consider your answer. “Client focus” starts with learning about your prospects before they reach your door. The more you know, the faster you will build trust and relationships.
Start by envisioning an ideal client. Is there a particular age range? Gender? How about a […]

For the most part, law firm management ain’t rocket science. There are many great programs, seminars, books, audio, etc. available, tailored specifically for lawyers. Most of my clients know or could easily learn how to manage their practices better, but knowing and doing aren’t the same thing.
Coaching bridges the knowing/doing gap. What I do is work […]

Are you someone who goes to a meeting once, maybe twice- and never shows up again? That’s fine, if you decided that the organization wasn’t the right place to spend your time. Not fine if you just didn’t show up because you forgot or blew it off.
When you join something, participate. If you sign up […]