Marketing technology implementations are challenging in a law firm for a variety of reasons. The demand for trusted data for use by lawyers exactly when they need it is increasing, and the pressure on marketers to deliver just-in-time, relevant information and intelligence is greater than ever before. I recently spoke at the […]
How law firms can grow revenue in a more client-friendly way
In a catch up conversation with Ed Schecter this morning, we discussed a subject about which we are both passionate: how law firms can strategically grow revenue. This isn’t a new conversation at all. In fact, it’s a tired one that we’ve both had countless times in our careers. The […]
Content Pilot’s “CP Proposal Pilot” and Branding Services Wins Big in the National Law Journal “Best Of” Awards Competition
May 30, 2012 –DALLAS, TEXAS – Content Pilot LLC announced today that CP Proposal Pilot and CP Deals and Cases won the top award, “2012 Best Proposal Automation and Experience Management Solution,” in NLJ’s first nationwide survey of lawyers and other legal industry personnel. The National Law Journal created the […]
Experience Management – It’s been elevated to mission critical.
I have had more than a dozen conversations with AmLaw 100 and 200 firm leaders starting in Q4 2011 and continuing through January 2012. They identified cross-selling and revenue growth as their top priorities for 2012. As resolved as they are about that, they also admitted that they aren’t entirely […]
The best description of “strategy” I’ve read in years
I am having lunch today with the “3 Geeks and a Law Blog” trio – Lisa Salazar, Toby Brown and Greg Lambert. To prep, I am climbing into their award-winning blog of the same name and came across this description in a post by Greg. He’s talking about another blogger […]
A Toast to Differentiation: What law firms can learn from Blue Hill at Stone Barns
(Guest post by Lise Anne Schwartz) Regular visitors to this blog know that Deborah is a connoisseur of fine food, wine and restaurants. So when she visited New York last week, the pressure was on to find a unique dining experience for us to share. I took her to Blue […]
“2012 CFO Outlook” – A survey by Merrill Lynch and Bank of America – What does this mean for law firms?
Now that the holidays are behind us, let’s get down to some serious business – and some prognosticating about what law firms’ business and financial lives might be like this year. The bottom line is that the CFO respondents (600 of them from corporate America) are concerned and have low confidence […]
The secret to becoming a rainmaker – Part 3 (Or, the “Triangle of Success”)
In Part 1 of “The secret to becoming a rainmaker,” I shared the one thing that I think makes the greatest difference in lawyers who are effective business developers. Here is an excerpt of that post: This post isn’t about telling you how to sell. It’s about me finally articulating […]
How does the “last mile” relate to lawyers’ website biographies?
The “last mile” is a supply chain management term (and a single released by hard rock/glam band, Cinderella, in 1989, and also a play and movie from the 1930s) that refers to a product’s last mile before it gets to market and on store shelves. Apparently, it’s the hardest and most […]
Martindale’s Counsel to Counsel Forum – Managing Investigations, Compliance and Audits in Today’s Tough Markets
I have facilitated Martindale Counsel to Counsel forums all over the world since 2000. These discussions are “best practice” exchanges by corporate counsel and law firm lawyers about a particular topic. Consistently, they are the best received CLE programs by buyers of legal services and senior law firm partners of […]
Calling in-house legal marketers and business development professionals – A Survey
There is one day left to be a part of Content Pilot’s survey called, “Survey on Law Firm Proposals, RFPs and Managing Experience.” This is the second such survey, the first being conducted on a smaller scale in early 2010. Prompted again by recent conversations with C-level marketing/BD leaders and marketing directors […]
Getting a rash from the rash of law firm RFPs
During round table discussions in 2009 entitled, “Best Practices in Business Development and Proposals,” we asked invitees (law firm marketing and BD professionals mostly) about the uptick in the receipt of RFPs and RFIs from clients and prospects. The overwhelming response was that the number had tripled or quadrupled. On […]