toservelawyers

A theme I heard, or just picked up on, at the 2016 LMA Annual Conference is that our role, as legal marketers, is as a service provider to our clients … the lawyers we serve. Yet, sometimes, the relationship seems much more adversarial than it has to be.

Yes, our “job” is to increase the top line, but very few of us are true sales people heading out to bring in new clients to the firm. And it takes finesse to be successful in our roles.

For the most part, our job is to help identify opportunities both internally and externally. To coach and train lawyers. To prepare for the sale. To provide the infrastructure. Too many lawyers want to abdicate (or blame) marketing if they do not have a steady stream of new business. The rainmakers get it. The service partner (which are becoming a dying breed in law firms) do not.

Kirk_surrounded_by_Tribbles
Directories and submissions multiply faster than Tribbles.

So where am I going here? The disdain for a function of our jobs — submissions — has to stop. And the attitude change has to come from us.

Yes. Directories and submissions seem to breed new directories and submissions faster than Tribbles, but can you not see the value? And I’m not talking about pointing to new revenue. The ROI for each of our functions is not necessarily new revenue, and I will argue that directory and submissions do more for us than they do for the lawyers.

Here’s how I came to appreciate the Chambers and Partners submission process, as well as Best Lawyers, and yes, Super Lawyers:

It’s not about bringing in new business.

It’s about the service provider/client relationship we share with the lawyers.

I believe the Chambers/Super Lawyers panel has surpassed the General Counsel panel as one of my favorites at the LMA Annual Conference. Why? Because my CLIENTS, the lawyers, value these and learn something new each time that allows me to serve my clients better.

I wrote about my change of heart here last year in I’m changing my tune on surveys. Once I stopped thinking about how these submissions are a waste of time and don’t bring in any new business, and started to recognize WHY the attorneys value them, I was then able to see how they allow ME to build a better relationship with my CLIENT. At that moment I began to not only  appreciate the submissions and directories, but look forward to them.

Why?
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I just checked my calendar and, yup, it really is 2012.

Other than the earth coming to an end later this year, it’s about fricken time you got a website.

There just aren’t any good excuses out there.

Yeah, I’m talking to you solo and small firms out there.

And this is especially true for those of you who represent consumers – family law, divorces, child custody, employment matters, trusts & estates. I’d add personal injury, DUI and immigration to the list, but those folks are marketing machines.

Seriously. If you Google yourself or your firm, what do you find? If the answer is NOTHING, than you are LOSING business every day, and you don’t even know it.

Case in point:


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As I mentioned here, I was invited to participate on a panel at the Legal Marketing Association-Bay Area Chapter’s 12th Annual Technology Program on a panel, Beyond Print: Moving Marketing Communications into the Audio and Video Realms.

The panel was moderated by Jen Klein from Blattel, and included Joe Calve, CMO, MoFo; Brian Colucci, Director of Marketing, Townsend; and Dave Pistoni, Principal and Creative Director, doubledave (great company name, by the way).

First of all, kudos for Jen leading a great session. We had our notes, our questions, who was going to take the lead when and where. But we collectively agreed to let the audience drive the content. Come on. We can talk AT you and tell you what WE think you want to hear as an audience member, or we can actually discern what YOU want to hear and respond accordingly.

Jen asked the first questions, then we, as a panel, began interacting with the audience.

Sometimes the questions came from Jen, sometimes the audience, sometimes the audience were talking amongst themselves, sharing their experiences. It allowed for a lot of energy, and as we (the panel), discussed afterward that we all LEARNED something too. I got some great ideas, and left the room more energized than I was when I arrived.

Obviously, I couldn’t take notes while on the panel, so Lydia Bednerik rocked it by tweeting the program via #lmatech.

After the jump, I’m going to pull a few of her comments out, and elaborate.
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A couple people have asked me my thoughts on the “Best Law Firms” Survey by U.S.News and Best Lawyers® which were just published. Normally, I don’t take great stock in rankings and surveys. For the most part, they are vanity propositions designed to sell advertising. Very few hiring decisions are made on rankings and surveys.