It’s been a few years since lawyer rankings and ratings have been prominently featured in legal media circles. Four years ago, regulatory officials in New Jersey determined that it was “false and misleading” for lawyers in that state to advertise their selection by Best Lawyers or Super Lawyers. After a long legal battle over what was referred to as Opinion 39, (I helped defend Super Lawyers), the New Jersey Supreme Court determined that the selection processes for both publications were bona fide and that lawyers have a First Amendment right to promote the accolade. Since then, things have been pretty quiet other than the usual debate among legal marketers about the degree to which any of the rating services matter from a marketer’… ... Read More

I recently had an experience with a professional service provider that reminded me that there are certain things that lawyers should never forget when receiving referral business. We all love to receive referrals; after all, you have a brand new client that took no time and effort to obtain. What can be better? In most instances, nothing. However, here are some basic guidelines for lawyers about referrals that at times they forget. How to Treat Your Referral Sources Very nicely. You would think that would be obvious, but for some, it is not. You should always promptly thank your referral sources. As a coach, there are times when I refer my clients to other service providers for expertise that I do not have. It never ceases to amaze me how m… ... Read More

The new year is just around the corner. Are you going to make any resolutions for your practice? The good; they can keep you focused. The bad; they may discourage you if you cannot keep them. When I coach attorneys, I take a middle-of-the-road approach. I ask clients to think about two to four goals for the year. Keep them broad and forego a very detailed action plan. Also, be realistic. Keep them simple Goal setting in and of itself is always a good idea. It forces you to take a “time out” from the your daily routines. Think about some things you would like to change next year. I am not a big fan of spending lots of time writing down the nitty gritty for two reasons. First, it can be time consuming. Should you spend days to determine t… ... Read More

It is now that time of the year when lawyers put together their list of who to send holiday greetings to. From a marketing standpoint, I have always thought that they were a waste of time and money. When I was an in-house attorney, I usually received about fifty. I simply tossed most and rarely read them. Occasionally, they were even insulting. Some sent cards with their names already pre-printed on the card. Couldn’t they spend a minute or two and write a few personal words or at least sign their name? Get Noticed If you insist on sending cards, do it at a time of the year when it will not be received with ten other cards on the same day. More importantly, make it memorable. Every year I receive a card from a lawyer I know who practices… ... Read More

When coaching or speaking to lawyers about the importance of networking, the knee-jerk reaction of many is “you gotta be kidding me; I would rather take the bar exam again than network!” I was recently reminded of this mentality when one of my clients commented to me after two months of aggressively networking for a job, “it really doesn’t suck like I thought it would.” Why the change? Simply a misperception of what networking is and is not. Many attorneys assume that networking is outside of their comfort zone. They equate it with handing out business cards at receptions or cold calling complete strangers. I would not feel comfortable doing that and do not expect my clients to either. But when I think of networking as developing… ... Read More

Perhaps the most effective networking is a one-on-one setting over coffee or lunch. That is usually within most people’s comfort zone. But how comfortable are you when attending a conference with a room full of strangers. Can you “work the room” without breaking into a cold sweat? Here are a few simple tips to keep your palms dry. You do not have to meet everyone While hundreds of people may be in the room, if you meet 10-20 new people, you are doing great. Even if you only meet 5, that is 5 more people than you knew before. Look to meet someone new who is talking to someone you already know An easy way to meet a new person is when you see someone who you do not know, talking with someone who you do know. That should be in your comfor… ... Read More

In this tough economy, perhaps the most frequently asked question I get from my business development coaching clients, as well as attendees at my marketing CLE’s is “Should I be doing anything differently now?” The answer is basically no. Now is the time you simply cannot afford not to market. You need to reconnect with former clients and jump start your networking efforts with acquaintances, both professional and personal, who could become potential clients or referral sources. With that said, there are two things that make this environment unique and are worth mentioning. You have the time; make the most of it First, for those of you in the past who complained that you simply did not have the time to network, unfortunate… ... Read More

Lawyers must market because the competition for business can be brutal in virtually all practice areas and localities. That is the bad news. The good news is that the vast majority of the competition stinks. Here are two stories to illustrate my point; both of them told to me by attendees at one of my recent CLEs. Both are general counsel at mid sized corporations. Continue reading this post at www.lawyerist.com ... Read More