February 2012

The Ethics of Outsourcing

Outsourcing is increasingly common. There are opportunities for you to save money, gain efficiency, and spread the wealth around the world. We’ve been doing it in a variety of ways for several years with great success. We outsource most of our technology, marketing, accounting, human resources, and executive assistant services. We’re always looking for ways [...]

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Don’t Stop Marketing When It Works

We have an attorney in our firm who is fairly new to marketing. She has been practicing law for several years, but she hasn’t done much of the getting-to-know-you-lunch kind of thing. She decided that she wanted to jump into the marketing game and increase her income. On January 2, we met and came up [...]

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Generating Business When the Marketing Committee Says No

You work in a firm with 75 or 80 attorneys. It’s a big operation, and you’re a cog in the wheel. Sometimes you feel like you lack much control over the marketing or management of the firm (that’s probably because you actually lack much control). Of course, your lack of control doesn’t make you any [...]

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How Much Legal Marketing Is Enough?

I’ve had a steady stream of lawyers asking me about the right amount of marketing. “How much should I spend?” “How much time should I devote to marketing?” “How many referral source meetings should I do each month?” The answer is easy and, to me anyway, it’s obvious. You do as much marketing as you [...]

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Should You Do Joint Marketing with That Guy?

We are approached all the time by people looking to go in together and do a joint marketing activity. Usually, it’s a financial planner who wants to put on a joint seminar on divorce. He, and it’s usually a “he,” wants to rent a room, invite a bunch of people to a seminar, and feed [...]

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What Made Her Click on Your Site?

Maybe she clicked on your listing on Google when she searched for a divorce lawyer. Maybe it was your ad in the right sidebar of the search results in Bing. Something caught her attention, and she landed on your page. What happened before she clicked? What were her thoughts? What was she thinking about that [...]

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Don’t Send the Wrong Lawyer to an Initial Consultation

You’ve got a handful of lawyers in your practice. They’re of all different shapes, sizes, and personalities. Some excel at litigation, and some are excellent at negotiation and collaboration. They’re all very different from one another. Over time, you’ve figured out how to tailor the workload of each attorney differently. When a case comes up [...]

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Monitoring Your Law Firm Hour by Hour

I am not a relaxed person. I spend the better part of most days monitoring our business. I look at statistics all day long. Of course, some of what I evaluate is big picture. I get a monthly report that provides me with trailing 12-month graphs of a bunch of key indicators for each of [...]

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