Client Acquisition

Client Acquisition Articles

• What You Should Do When You Lose A Marketing Pitch

  One of my sons is a very good soccer player. He's competitive (like most lawyers), and hates to lose (like all lawyers). When he does lose, I try to get him out of his post-game malaise by reminding him that, "We learn much more from our failures than we do from our successes."

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• Converting Law Firm Website Clicks to Qualified Clients

  To convert more of your Web "clicks" into qualified clients for your firm, start by addressing the key issues.

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• Don’t Mistake Lawyer Marketing Activity for Effectiveness

  Last week, a lawyer called to inquire about my services. She was frustrated because she'd spent the last year actively marketing herself and those activities had produced little new business. She wondered what she was doing wrong.

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• It May Be Time for a New Law Marketing Strategy

  You don't change your horse mid-race is good advice for jockeys, but perhaps not as good for lawyers looking to take their practices to the next level. As you move through the course of your career, you may "outgrow" marketing activities that served you well in the beginning.

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• Law Firm Marketing: What Are Friends For Anyway?

  Reluctance to ask a friend for business typically boils down to a concern that by mixing business with friendship, it will spoil the friendship. The remedy for this dilemma is two-fold and found half in mindset and half in tactics.

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• Learn To Say No When Investing Marketing Spend

  Psychologists say that women have a tough time saying no. This can be a real problem when it comes to business development.

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• Practicing Law in the 21st Century Requires Affiliation

  The legal profession is undergoing substantial introspection, largely as a result of new political and economic world orders. More and more firms are asking how they can best meet their clients' needs in this new world order. What many have found is that traditional structures need to be supplemented internally and externally to effectively meet clients' expanding needs.

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• Make Support Staff Part of Your Law Marketing Team

  Before you complain about waning client loyalties, think about your own efforts toward clients. What is your firm doing to make clients feel "invested in" -- and, as a result, loyal to -- your firm? And what are your lawyers doing to invest in their client relationships?

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• How to Respond to RFP With All the Information You Need

  The trouble with RFPs is that there are usually many other firms replying. This competition makes it crucial to differentiate yourself and demonstrate clearly that you can meet the client's needs.

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• Matching Services: The Next Wave of Law Marketing

  Legal matching services are an important new marketing tool to consider for law firms that want to actively pursue more leads online and improve their lead-qualification process.

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