Alyn-Weiss and Associates Blog

We get a lot of questions about whether or not its worthwhile to participate in social networks such as LinkedIn. Our advice is always, "yes, do it, do it now. " Here's how it worked: The international client did a Google search for a corporate lawyer with experience working with companies who have operations in Asia. The lawyer's LinkedIn profile showed-up in the search results. The client reviews the lawyer's profile and finds out everything he needs to know about the lawyer to hire him. The lawyer runs 3 LinkedIn groups, participates in other industry related groups, he has his blog linked to his LinkedIn account he updates his status and he asks for and makes recommendations... consistently. So, is it worthwhile to participate in social networks such as LinkedIn? Yes. Do it, do it now.

Labels: law firm marketing, law firm marketing effectiveness survey, Social Networking

It is unreasonable to expect every lawyer in your firm to market in the same traditional way-- acting as a "hunter" and attending events, serving on committees, making speeches, fundraising and teaching continuing professional education. But that does not mean every lawyer in your firm cannot contribute, and significantly, to business development. Every lawyer can contribute in a way that is comfortable to them to a law firm marketing plan. Attorney and marketing consultant Stacy West Clark describes this as finding "critically important behind-the-scenes roles" for partners and associates who are unwilling or unable to market publicly. As we all know, many lawyers are disinterested in a book of their own business. What can those lawyers do? Write articles, blog posts, speeches, seminar presentations; develop prospect databases and contact schedules for working through them; evaluate trade and community groups and activity within each; monitor, evaluate and update your Web site; monitor competitors' marketing; update and manage client and referral lists. These are critical and mighty contributions to marketing. And, the lawyers who can do them best are (too) often encouraged and given training and support to do other things. Of course, like the efforts of the traditional rainmaker these "behind-the-scenes" efforts by your less public lawyers needs to recognized in your compensation plan.

Labels: law firm marketing, lawyer compensation, rainmaking

Many law firms upgrading their Web sites are surprised to learn they do not own their online assets. They are forced to pay their original designer and hosting company substantial additional (often nonnegotiable) fees when they want to make a change in who hosts, designs and optimizes a new Web site. The expensive alternative for many has been to start over from scratch with only their content salvageable from their original site. Law firms are not alone in discovering this. Friends of ours in construction, accounting and other professional services firms have run into this problem. In each case, the firms had decided to use new designers to replace sites functioning passively as online brochures (so-called Web 1.0 sites.) The new sites are to generate leads and compete for viewership on the Internet (so-called Web 2.0 sites). In short, you want to make sure your firm owns all of its digital assets. This helps you manage costs and gives you maximum control of your law firm marketing. You want to have a site with programming code that is "open source", not custom, one supported by a large, active and public development community. This allows you to hire anyone you want to work on the site-- not just your original designer and programmer. Examples of open source are Drupal and Joomla. Here's a great article listing the questions to ask anyone you are hiring to create a Web site, and give details of why you should. The shift away traditional media and advertising is inexorable (and is confirmed by our latest national marketing effectiveness survey of law firms). As firms make ever larger investments of time and money in their digital assets the proper handling these transactions is increasingly critical.

Labels: law firm marketing, law firm web sites, online marketing for law firms

A new report by the ABA shows 43 percent of lawyers are members of an online community, Facebook, Linked In, Legal On Ramp, etc.-- up from just 15 percent one year ago. While some social media sites have faltered or shown they have limited business development potential for a lawyer-- think My Space with Twitter, possibly-- this form of communication is not going away. Our recommendation: your law firm marketing plan, in the absence of that your practice group marketing plan, in the absence of that your personal business development plan, should include automatic reminders to update your profile and participate in such a community regularly. How often should you update? While weekly postings are the standard you will often hear, we think that's a stretch for many successful lawyers. Twice a month, please.

Labels: law firm marketing, lawyer business development, lawyer networking, social media

Most lawyers struggle with their individual business development because they don’t reach enough people, or they do not contact those people they know frequently enough. Neither issue is hard to fix. Establishing reach is no more difficult than taking a couple of hours to create a comprehensive mailing list of your clients and referral sources. Your mailing/email list would include experts, other lawyers including opposing counsel, former colleagues, plus the other professionals you know— accountants, insurance agents, doctors, dentist, pastor plus your classmates, friends and family. Really, this is your holiday card list. Go through your calendar and add to this list those with whom you were in contact 12-24 months ago, but with whom you have lost contact. Maintaining frequency is no harder than writing letters every 90 to 120 days talking about your work, or the work you seek, to those who are on your mailing list. There is no need for a formal newsletter; personal letters will do. The goal of your personal letter is to inform, alert and/or entertain the recipient. Make sure each letter urges recipients to keep you in mind. Deals, trials or an explanation of recent matters in which you have been involved are suitable topics. An overview of changes in the law that may affect those on your mailing list are interesting, as well. For example, a group of litigators recently summarized current cases in which they are involved in a letter they sent about 250 contacts. A highly-successful tax attorney I know wrote about changes in the tax laws and enforcement trends several times a year. His letters regularly turned into work. Another experienced trial lawyer who started a mediation practice has filled his calendar using entertaining letters to attorneys— which clearly communicate what he is now doing. This tact takes the most time, but is the most successful. Here are some excerpts from his letters. The author is Dan Patterson of Denver. The letters communicate on several levels at once, and are some of the best marketing materials I have ever seen: “Thirty-five years ago, the United States, North Vietnam and South Vietnam took more than a month to agree upon the size and shape of the table around which the Vietnam Peace Talks would occur in Paris. North Vietnam favored a circular table where all sides would appear equal. South Vietnam wanted a rectangular table that would demonstrate there were two distinct sides to the talks. After the negotiations led to peace, the principal negotiators, Henry Kissinger and Le Doc Tho were awarded the 1973 Nobel Peace Prize, although Tho refused the award, maintaining that his country was not at peace. “When you mediate with me you needn’t worry about the size or shape of the table, we’ve already got that covered and it is non-negotiable. The good news for you is that the recipients for the 2008 Nobel Peace Price have not yet been determined. Settling a case or two might lead to a nomination. I’m looking forward to working with you this year in your peace making efforts. Who knows, there may even be a prize in it for you.” Another: “In 1777, dueling practices were codified by a group of Irishmen in the Code Duello, which set out 26 rules for duels, providing such details as the time of day that challenges could be received, as well as how many shots or wounds would be necessary to satisfy one’s honor. Parties to a duel typically acted through assistants, who were known as Seconds. Seconds had such responsibilities as setting the time and terms of the duel, loading the pistols, and checking the distance between the duelists. The Seconds were also required, by Rule 21 of the Code Duello, to attempt reconciliation, first without violence, then after a certain number of shots had been fired. The Seconds, then, appear to have been some of the first mediators. “Please understand that, as a mediator, my lineage may go back to the time of dueling, but I do not follow the Code Duello, other than to work with the parties to attempt reconciliation. No shots will be exchanged, no wounds inflicted, and no parties will be killed. Ah, history might have been so different had I been a Second for either Aaron Burr or Alexander Hamilton. Fortunately, I am available to you to help you and your clients attempt reconciliation. Call me to help you resolve your disputes --- before it’s too late." Great stuff. Improve your individual business development efforts by sending letters to a great list of contact at least several times a year. The proven result: a greater response than you ever imagined.

Labels: Alyn-Weiss, law firm marketing, lawyer business development, lawyer newsletters, legal marketing, legal newsletters