In this article, published in the November 2015 issue of DRI’s For The Defense, Jay Courie, Managing Partner of MGC Law and Past President of DRI’s Law Practice Management Committee, and I take a comprehensive look at all of the metrics your firm should be tracking as part of its marketing scorecard. You can read the full article by clicking the link above. This article was republished with the permission of DRI.
For years, thought leaders in law firm management have been telling lawyers that the days of the generalist are gone and that the most successful lawyers are those who specialize. While this may be true in terms of the substantive practice of law, a recent Harvard Business Review article suggests that today, generalists often play a critical role in business organizations – in leadership and management. In Leading People When They Know More Than You Do, Wanda T. Wallace andDavid Creelman point out that most executives in knowledge-driven businesses grew up in an era of “specialist management.” In law firms, […]
Although most new law firm matters come from existing clients, many firms focus the overwhelming majority of their marketing resources on attracting new clients to the firm. Some firms with longstanding relationships with institutional clients understand that investing time and money into relationships with existing clients can provide significant returns, both in terms of client loyalty and profitability. Understanding your clients’ level of satisfaction, areas for concern and ongoing needs is critical to truly delivering the high level of client service that law firms tout. Client surveys can be conducted via in-person interviews, telephone surveys or electronic surveys, and each […]
A client will almost never hire your firm because of its web site. However, we know from countless studies, interviews and published articles that general and in-house counsel and other law firm clients use a firm’s web site to validate their selection, confirm qualifications, assess your areas of strength/depth (or lack thereof) and ultimately, make their hiring decision. How frequently do you review your site’s performance and assess what is working and what is not? Firms invest hundreds of thousands of dollars in their web sites over time, and there are a myriad of analytics that can be used to track […]