Lawyer business development: It's about getting your relevant ideas out there, commonly called "thought leadership."
"How do lawyers find clients?" Wrong question. The right question is "How do clients find lawyers?"
Future legal service demand will be based on emerging business problems and service delivery innovation.
Lawyers: To eliminate self-created cross-selling barriers, learn your "Door-Opener," i.e., the business problem that makes you relevant to prospects.
TIP: To reliably trigger demand, focus on a problem whose impact is Tangible, Immediate and Personal.
The most important step in the sales process is establishing Relevance, without which nobody has any reason to pay attention to you.
Don't go looking for clients. Learn how to have them look for you.
For Fortune 500-level GCs, the legal staffing “make vs. buy” decision seems to be shifting toward “make” for the most basic of reasons: ”Buy” is no longer economic.
Which marketing tactic is more important to lawyers: social media or SEO? Neither makes any significant impact if the given lawyer’s content is generic or repetitive.
Own a narrow, precise niche, within which you differentiate yourself via a specific business problem that is relevant to your market.
Lawyers need to escape two artificial constraints: geography; and the narrow economic and intellectual confines of the Law Department.
There's no such thing as a law firm brand. Among clients that spend millions of dollars with these firms and interact with them daily, not one could identify their main firm’s ‘unique’ brand differences.
Make sure you're selling to those with the greatest stake in the business problem you solve. That's usually not the CEO.