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“There’s a club if you’d like to go
you could meet somebody who really loves you
so you go, and you stand on your own
and you leave on your own
and you go home, and you cry
and you want to die”
‘How soon is now’ by The Smiths
“Should I bother with LinkedIn?” This is a questi...
Fear of failing to meet big expectations may be one reason some professionals struggle to find the motivation to actively engage in marketing. After all, if the end goal is to land major new clients in a short period of time, it will be all too easy to give up when the...
Any firm’s marketing and business development plan should start with a thorough understanding of your current business, clients and sources of new work. The first step is a breakdown of fee income.
Most firms can easily determine their fee income by department. But many...
The need to ensure each marketing dollar is used effectively and delivers on its objective is always important. .It is also an opportunity to assess your past marketing spend and to drop the activities that are not delivering good returns in the changing market.
Your ma...
The article “Stress-Test Your Strategy: The 7 Questions to Ask” was re-circulated by the Harvard Business Review on Twitter. It is a great reminder of some important issues to focus on in order to make a strategy meaningful. Below are a few thoughts on the implications...
Mention the word ‘sales’ to just about most lawyers and other professionals and watch as a look of disdain crosses their face with images of door to door salesmen inevitably on their mind.
But, unlike the salesman knocking on doors not knowing who is going to answer, p...
One area that is often overlooked in marketing and business development activities is research. The good news is that in the information age there is plenty of valuable material out there that is quick and easy to access. Below are a few tips on gathering key informati...
If not, your clients may be left with a bitter taste.
I just got a cold call from a company with a “special offer” on their TV packages. But what drove me really nuts was the caller didn’t know I was a customer already. My patience was quickly gone, as was the caller.
P...
All those former clients, colleagues, friends and classmates – where are they when you really need them? We are all guilty of letting relationships slip away, and of trying to make an awkward reappearance when we need them again. But it has got to better to try to re...
Many firms have no difficulty developing ideas about where they should be channeling their marketing effort.Where some fail is in deciding which ideas to pursue and then committing sufficient resource and time to bring about success. And often that can mean saying no...
