What does the future hold? To quote Nobel laureate Niels Bohr, “Prediction is very difficult, especially if it’s about the future.” And given all the ongoing change in both the legal profession and the marketing world, it must take a certain level of foolhardiness to attempt to tackle the subject of the future of legal […]
Business Development Strategies
The Unique Selling Proposition Gets a Makeover: Attorneys, What’s Your “Unique Lawyering Proposition™”?
The “Unique Selling Proposition” is a concept that’s close to the heart of marketers everywhere. The USP is a shorthand way of describing what every product or service desperately needs: a meaningful point of distinction, a way of differentiating it from the products or services of its competitors. In a crowded marketplace, a well-defined USP […]
Personal Branding 101: Honing Your Elevator Pitch, Knowing Your Audience and Speaking Their Language
I was at a networking event recently where the organizers drew a business card from a fishbowl to select one lucky attendee. They then provided that individual with a full two minutes to sell the crowd on their company, their services or themselves. It turned out that the individual whose name was drawn was unemployed. […]
Who Are Your Heroes? On Second Acts, Defying Conventional Wisdom & Realizing Your Dreams
“There are no second acts in American lives.” – F. Scott Fitzgerald “As you get older, it is harder to have heroes, but it is sort of necessary.” – Ernest Hemingway Who are your heroes? I’m a firm believer that heroes are not just for kids. Everyone should have heroes – and the more, the […]
Are You Running on Empty or Running Up That Hill? How Successfully Marketing Your Law Firm is Similar to Staying in Shape After 40
Spring in Boulder means the end of ski season and the beginning of running season. Of course, the hard-core Boulderites have been running six times a week all winter long, but even in my younger days, I never had the sufficient commitment to running that was necessary to claim membership in that elite group. So, […]
Biz Dev 101: Look First to Your Current Clients and Delight Them With Exceptional Service
You may be familiar with the time-honored marketing maxim that it’s eight times more difficult, time-consuming and expensive to find a new client than it is to get additional business out of a current client. So, given the compelling opportunities waiting to be targeted in and around your current clients and harvested through exceptional client service, […]
How Big is Your Glass? On Choosing a Challenge Worthy of Your Ambitions
Do you consider yourself someone who welcomes new challenges? And are you willing to take on the commensurate risks? Even if you nodded affirmatively to both these questions, you nevertheless may be in need of a larger glass. We all know that attorneys are trained to be risk-averse. And, of course, a degree of risk […]
