The Legal Compass

Has Anyone Noticed....

There is a trend occurring in today's law firms?  No, not the fact they are hiring sales people--that's old news.  The trend, it seems, is for marketing people to be so engaged with the firm's activities, that they are marrying, yes marrying, partners.  And there's even a micro trend that many managing partners and marketing directors have gotten hitched.  Now that's the ultimate relationship-building I say!  While some would urge me to provide examples, I'd like to keep the posting short and not bore anyone with the details.  Suffice it to say, this is probably not the relationship-building most of us in sales coaching and training are talking about. But it certainly parallels the process!  Stay tuned.....not everyone in these firms will agree the trend benefits the firm.  And about being that next in line marketing director--what a tough act to follow!

On Client Service...

I hear a lot these days about making sure the marketing department understands that its members need to think of the lawyers as clients. No argument there. How about, however, the lawyers thinking of others in the firm as clients as well. Modelling good behavior is part of the deal. Everyone should treat everyone as a client, no exceptions. At the Ritz Carlton their internal guiding principle is "We are ladies and gentlemen serving ladies and gentlemen." Take a cue from this partners and associates--everyone should be treated with respect.  A happy law firm will always translate to good service to the firm's clients. Practice it today and reap the rewards of great service!

The Train the train!

I managed to avoid the holiday shopping traffic today to take the commuter rail into the City of Boston--only to open the paper and read about the strike in NY. You've got to love technology--I was thinking of people who still refuse to succumb to the crackberries as they are fondly called, or other helpful technology.  Here is the perfect reason to get on board (no pun intended)--stuck waiting for taxis; waiting for clients who are late; waiting waiting waiting.  Think of the connections you could make while waiting--use the technology to email a contact, a client, a friend.  Just another excuse to be in touch!  Speaking of technology, check out Larry Bodine's blog for the latest in gadgets!

What Do You Think?

I received a new (another) Staples catalog today.  It made me wonder if this type of marketing would work for law firms--send out numerous catalogs, the inside is always the same, but the cover changes--seems to work on some psychological level for consumers--what do you think?  After all, I did notice it before picking it up and putting it in the recycle bin.  Name registered--that's half the battle isn't it?  Well, let's hear from all of you.  Has consumerism hit the legal industry and if so, what do you think will work? (Aside from sales which obviously works in ALL businesses).  Oh, and notice it's Staples--easy to remember, it's not Staples, Paperclips, Letterhead, Ribbons, Printers & Cartridges, LLC!

Snow Fest

So I'm behind in blog updates!  A great party at Chez Coulter/Stansfield and some of the who's who in legal showed up. Roberta Montafia, cmo at Day Berry and her team member and biz dev manager, Catherine MacDonagh. Nancy Kostakos, acting chief at Wilmer Hale while cmo Goldstein is out on maternity leave taking care of new addition Andrew; Stuart Goodman, Lexis/Nexis top 50 rep extraordinaire; the coach, Mike O'Horo--(he even made omelettes Sunday a.m. for anyone who stuck around--sorry Mon you missed it); Drinker's new cmo Barret and can't forget Info Resource Queen Miss LInda Will and her IT training cohort Ann Elliott; along with Carolee Swallie, Kirkland's Biz Dev and Mktg. Manager, and a host of other legal notables.  Noticeably absent was Ms. Bay, who was busy hosting guests at her weekend retreat in CT.  A good time was had by all--let the holidays begin!  Safe shopping everyone!

Turkey Day

Happy Thanksgiving everyone!  I have to comment on the 515 lb. balloon that sheared off a lamp post in NY and smashed into two sisters.  Now that's a turkey move.  There was a 40 car pile up in Connecticut--one in which our niece and her husband and new baby got caught in and ended up with $5,000 damage to their new automobile.  And so it goes....we rush around to have fun.  I think John Lennon was right..."I'm just sitting and watching the world go round and round....."  Be safe.

Freedom of Speech?

The Florida Supreme Court reprimanded attorneys recently for advertising themselves as pitbulls (see http://www.sunethics.com/news_item_11.htm) but why should the Supreme Court be upset?  Absurdly, one might argue that freedom of speech applies to lawyers also, doesn't it?  And, does anyone really care if lawyers call themselves pit bulls anyway?  If so, I'd like to meet you to find out what other exciting things you are doing with your life--you need to become a baseball fan--it's far more interesting than worrying about lawyers naming themselves after canines.  To the FLA Supreme Court I say get a life!  There must be some other pressing, serious legal cases that can take up their precious time.  Was this just a case of a jealous lawyer-neighbor squealing to the courts about his/her lawyer peers? Hmm.....it's fun to watch in any case.  One giant step for legal marketing and sales and two steps backwards....at least in Florida.

Be An Influencer

You are in leadership positions every day.  Sometimes it's as a leader of your firm, your department, your practice group, your team.  Other times, it's leading from the side of the table, to influence discussion.  Take advantage of your ability as a leader to influence and inspire others by delegating, inviting conversation, giving kudos for good ideas and contributions and thank people for providing you with the ability to lead them.  Leaders know all too well that opportunities to influence are all around them and it's a great feeling when you step back and observe how others take your lead and run with it!  For more information about leadership, check out Mark Beese's blog www.leadershipforlawyers.typepad.com and be influenced!

Focus on YOU!

I am on the board of the American Society of Gastrointestinal Endoscopy.  Odd place for a legal marketing and sales strategist? Not so, everyone needs another perspective. And speaking of another perspective, the board meetings this week remind me to urge folks to get perspective on your health.  Colorectal cancers are the second leading cause of death by cancer.  One simple step in prevention (colon cancer is totally preventable if caught in time) is to schedule a colonoscopy screening--it takes 15 minutes for the procedure and is easy.  Check out www.asge.org for more info! Go health!!  Get scoped!

A Passing Fancy?

Has anyone out there noticed that there is a gap (in many firms) between the knowledge and the behavior of firm's lawyer-management teams?  This was the subject of a recent cmo networking group's discussion.  Management teams want to hire the best and the brightest and yet often don't allow those individuals (once they've been hired) to do their jobs. Or, a secretary turned marketing guru (is that possible?) undermines the cmo/director at every turn and the management team actually listens to this person.  What's the answer? Certainly not having a cmo report to a coo--that's a sure recipe for disaster as we've seen in many firms.  Discussion welcome!