Want rainmaker partners? Invest in them as associates…

As the year winds down, it’s the perfect time to have year-end conversations with key clients. These discussions not only help reflect on your work together in 2024 but also lay the foundation for strengthening relationships and expanding opportunities in 2025. Read on to find out why these conversations are important and what questions to ask.

One of my favorite pieces of annual thought leadership is the Edelman-LinkedIn Thought Leadership Impact Report. Introduced to me by the good people at Passle, this report examines how thought leadership influences buying behaviors among B2B decision-makers and C-suite executives. “Effective thought leadership exerts a surprisingly strong influence on sales and pricing. Thought leadership can be a more powerful marketing tool than traditional methods and makes people more willing to seek you out — and even pay extra for your expertise.” Read on for why you should be publishing thought leadership on a regular basis.

One of the key takeaways shared after Legal Lift was the importance of playing the long game. Meaning, it takes 10 touchpoints with a prospect before a business opportunity appears. Read on for insights into how playing the long game pays off.

The mere thought of self-promotion, client development, or hearing a dreaded “no” can be enough to make any attorney’s skin crawl. Luckily, just as every Halloween has its treats, there are strategies to turn these marketing “scares” into manageable, even enjoyable, experiences. Originally published on JD Supra, this article covers five fears and ways to overcome them. So, don’t let that fright linger year-round, tackle these fears head-on with some not-so-scary strategies.

On this episode of the LMA podcast, our guests discuss the importance of cross-firm collaboration and its impact on client service. Their discussion emphasizes the need for understanding different roles and departments to work smarter and improve efficiency, while also highlighting the significance of effective internal partnerships, communication, and empathy in delivering the best client experience.

As of February 2024, only 39% of LinkedIn users share content. That means you can reach influential buyers (the more than 10 million C-suite executives and 65 million decision-makers) by simply engaging with your connections or posting your own insights once a week, once a month or even once a quarter. This article - originally published in The Richmond Lawyer - will guide you through the essentials of leveraging LinkedIn for business development, from identifying the right connections and crafting personalized messages to sharing content that resonates with your audience. Whether you're new to the platform or looking to enhance your presence, these strategies will help you make the most of LinkedIn's opportunities.

In the world of legal marketing and business development, it’s generally understood that expanding business with current clients is easier than landing a brand-new client. The challenge lies in implementing this approach thoughtfully, ensuring that your efforts enhance, rather than jeopardize, these valuable relationships. This article - originally published by LMA's Strategies & Voices - offers tactics for gradually strengthening your existing client relationships, all while keeping their needs at the forefront.

In today’s dynamic work environment, effective collaboration is the key to success. Our expert panel as they share insights and strategies for building collaboration across firm business operational teams, including your own, and among your clients – lawyers. Join us at LMA's Northeast Regional Conference to discover practical approaches to enhancing communication (including how to ask the right questions to get the information you need) and project management best practices (such as tools and tips that drive innovation and productivity). Whether you’re looking to improve intra-team cooperation or build relationships across departments, this session will equip you with tactics to connect the dots, keep initiatives on track and achieve collective goals.

Join us for a dynamic session that will explore the multifaceted role of Competitive Intelligence (CI) within law firms. Our speakers, including representatives for Business Development, Finance, and Research Services will provide unique insights into how CI intermingles with their roles and the importance of these relationships. This combination program for LMA's CI SIG and LMA Virginias Local Group is not to be missed.

As of May 2024, there are over 10 million C-suite executives and 65 million decision-makers on LinkedIn. If you do not have a complete and accurate LinkedIn profile, you are missing a huge opportunity to be visible among this group of influential buyers. Originally published in The Richmond Lawyer, the first part of this guide will cover best practices for building an impactful profile.

In the book, “How Clients Buy,” authors Tom McMakin and Doug Fletcher, share a smart framework on the client buying journey.

“Prospective clients must, of course, become aware of your existence. They must understand what you do and how you are unique…”

Join the Richmond Bar Association on Thursday, June 27 to kick off an enriching Professional Development series with a dynamic session addressing essential topics including marketing, business development, legal project management, and law firm finance.

How do you increase the success of your business development efforts? Manage business development as an ongoing project. How do you manage BD as an ongoing project?

Write it down. Document your plans and your network. Preferably in some form of a pipeline that includes…

While “curiosity killed the cat” (at least that’s how the old saying goes), it does wonders for your marketing and business development endeavors. Approach every new engagement and initiative with curiosity. Ask questions. Show interest. Dig into the data. Be the one to raise your hand and investigate. In doing so, you will differentiate yourself from your peers and the competition. Not to mention you’ll reach your marketing and business development goals faster.

We all know that growing existing client relationships is easier than landing a brand-new client. But we don't often translate that theory into leveraging those existing relationships for introductions to new business. Published on Law360.

This roundup features four, quick, easy, and actionable ways to elevate your profile and effectively connect with clients and prospects. Published on JD Supra.

This insightful panel discussion will include industry experts sharing their knowledge and experiences in developing and launching client-centric websites. Our panel will delve into the nuances of creating and renovating law firm websites – including key project management elements and pitfalls to avoid – that not only attract potential clients but also provide valuable information to current contacts. You’ll leave this session with insights and best practices to enhance your law firm's digital presence and client experience.

I can feel all of the eye rolls that occur after one hears the term ‘elevator speech.’ But, I also know that we can all do a better job of communicating what we do when we meet new contacts. Read on for how.

It’s easy to feel stuck. Stuck in your routine. Stuck in your career. Stuck in the wrong career. With distractions of everyday life, it’s not always easy to devote time to getting unstuck. This interactive session will provide space for attendees to think through what they want, what impact they want to make, and ultimately spark a renewed sense of purpose.