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Client – ‘I don’t believe in hammers.’

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“I don’t believe in hammers.” Client – “I don’t read marketing.”   Uh, yeah, you do. And I’ll prove it.  Let’s start here. What is this bottle? Do you know what product it’s marketing? Perhaps the name of the company? Of course you do, it’s Absolut vodka. How about this shape?  There’s no label on Read more >>

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Cross Selling Sucks. Here Are 18 Reasons Why. (Part 2)

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“Cross-Selling Sucks.”  Here Are 18 Reasons Why. (Part 2) This is the second part of a two-part post describing why Cross Selling (or “cross-marketing,” or “cross-servicing”) is much more difficult than most professional-services firms believe. (Read Part 1 here.) Below are additional reasons that this effort is less likely to be successful in practice than it Read more >>

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Cross-Selling Sucks. Here Are 18 Reasons Why. (Part 1)

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“Cross-Selling Sucks.”  Here Are 18 Reasons Why. (Part 1) Q: My law firm can’t cross-sell. What are we doing wrong? A: It’s not just you, it’s most firms. In fact, most law, accounting, and other professional-services firms struggle with selling different practice areas to existing clients. The problem is that everyone thinks that everyone’s doing it better Read more >>

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Unique conference giveaway. I bet you don’t have one of these.

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Unique conference giveaway.  I was speaking at the Lex Mundi annual conference in New Orleans recently on the topic of how to increase the referrals within an international law firm network. The program was hosted by the Jones Walker law firm.  The firm’s experienced Chief Marketing Officer (CMO), Kim Perret, had a clever conference gift for the attendees — Read more >>

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THIS is how to handle the death of one of your people.

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Obituaries are difficult. I think the true quality of a law firm or accounting firm can be judged by how it responds to the death of one of its people. There was a lot of coverage recently regarding the death of a Chicago lawyer in an international firm; suicide was a possibility. He had been Read more >>

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TODAY is the best time ever to market your firm.

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Right NOW could be the best time ever to market your firm.  We may not see another opportunity like this for a generation. When times are good, everyone’s marketing. Competition is brutal. The playing field is crowded with cash-rich competitors spending money vying for attention. Not today. Firms are doing much less image-building than they do Read more >>

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Ntrakwah & Co. Lawyers – Doing Business in Ghana

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Ntrakwah & Co. Lawyers – Doing Business in Ghana Founded by Felix Ntrakwah, one of Ghana’s most-respected lawyers, Ntrakwah & Co. is known as Ghana’s finest business and commercial law firm. Partner Kwadwo (“Kojo”) Ntrakwah was interviewed recently by The Law Society regarding the unique challenges and opportunities of doing business in Ghana. It’s a Read more >>

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A Recession-Era Marketing Committee Conversation

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A Sadly Common Marketing Conversation: Fortunately, most of the legal profession seems to have weathered the recession. There were some notable flops and failures, but things have clearly been picking back up. We’re getting aggressive again, and firms are spending more money polishing their brands, developing new websites, rebuilding their infrastructure, and hiring people. I Read more >>

LPM Ross Fishman 20th anniversary article

A tongue-in-cheek recollection of LMA’s first 20 years.

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A light-hearted recollection of LMA’s first 20 years. The Legal Marketing Association is celebrating its 30th anniversary, an amazing accomplishment. Click here for the LMA video detailing some of its many accomplishments.  Ten years ago, I wrote a cover story for the ABA’s Law Practice Management magazine detailing my recollections of  the first 20 years Read more >>

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Here’s what can happen when everyone uses the same differentiator…

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Here’s what happens when everyone uses the same differentiator… One branding challenge law firms have is that they tend to say the same thing. And when that many lookalike competitors convey the same message, it can be hard to stand out.   And, of course, it’s not just law firms. Below is an unfortunate example of this in Read more >>