Insights
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Insights
Perspectives on why marketing investment underperforms at regional firms, and what leadership can do about it.
Law Firm Leadership
Most law firms have a marketing department and a group of attorneys who rarely use it. The gap between them is not a personality problem. It is a structural one that managing partners created and can fix.
20 min read
Attorney Business Development
Business development is the part of law firm growth that attorneys own. Most firms confuse it with marketing. That confusion is expensive.
12 min read
Law Firm Leadership
Law firm marketing return on investment (ROI) is not invisible. It is unmeasured. Here is what actually has to be in place before you can see it.
10 min read
Law Firm Leadership
Most firms produce a practice group marketing plan every year. Most of those plans sit unused by February. The problem is not the plan.
10 min read
Law Firm Leadership
The average tenure of a law firm marketing director is under three years. The reason is structural, and most managing partners are creating the conditions without knowing it.
10 min read
Attorney Development
Vague business development (BD) programs produce vague results. Here is what a structured 90-day program actually contains and why the sequence matters more than the content.
11 min read
Law Firm Leadership
Attorneys who generate business do not always get credit for it. That structural reality quietly kills the incentive to invest in business development (BD) before it ever starts.
10 min read
Advisory
Most law firm marketing advisors fix the wrong problem. Before you bring in outside help, there is one question worth asking.
10 min read
Law Firm Leadership
Most attorneys think the marketing department works for them. The ones who get results understand it differently.
12 min read
Attorney Development
Most firms have sent attorneys to rainmaking training. Most cannot point to a single new client it produced. The problem is not the training. It is what happens after it ends.
12 min read
Law Firm Leadership
Most firms spend between one and five percent of revenue on marketing every year. Only 37 percent have any system for knowing what it returns. The other 63 percent are spending on faith.
11 min read
Attorney Business Development
It is not a motivation problem. It is not a budget problem. It is a structural gap nobody has named, and most firms are still paying for it.
9 min read
Law Firm Leadership
Most firms hire marketing directors for the wrong reasons and set them up to fail from day one. The average tenure is under three years. The problem is the role design, not the talent pool.
11 min read
Business Development
Firms spend six figures on CRM software and rarely see ROI. The problem is not the software. Attorney adoption is a behavior change problem, not a technology problem.
10 min read
Business Development
Most BD committees meet quarterly and produce meeting minutes. The ones that drive revenue are structured around accountability, not information sharing.
10 min read
Business Development
The average RFP response describes the firm. The ones that win work describe the client's problem and the firm's specific approach to solving it.
11 min read
Law Firm Leadership
Lateral hiring is one of the biggest disruptions a marketing department faces. Almost no firm plans for it. Here is what managing partners and marketing directors need to understand.
10 min read
Client Development
Most law firms collect client feedback and do nothing with it. The problem is not data collection. It is the absence of follow-through that makes the program meaningless.
10 min read
Law Firm Leadership
Partner retreats cost significant money and produce good conversations. When they are designed around BD objectives, they produce measurable results. Most are not designed that way.
10 min read
Client Development
Most law firm client teams are lists of names on a spreadsheet. The ones that actually drive cross-selling and retention are structured differently from the start.
10 min read
Business Development
The design is usually fine. The problem is that most pitch presentations are about the firm rather than the client's decision. Here is what winning presentations do differently.
10 min read
Law Firm Leadership
Practice group leaders sit at the most important leverage point in law firm BD. Most firms never explicitly define the BD accountability that role should carry.
10 min read
Marketing Department Performance
The numbers behind law firm marketing performance, budget benchmarks, attorney BD activity, and why most regional firms are not getting a return on their marketing investment.
9 min read
Law Firm Leadership
Most regional firms set their marketing budget by looking at what they spent last year. That is not a budget process. It is a pattern. Here is what the number should actually be based on.
9 min read
Marketing Department Performance
Most regional firms build their marketing department around tasks rather than outcomes. The structure looks reasonable on paper and underperforms in practice.
9 min read
Law Firm Marketing
Most managing partners cannot clearly describe what their marketing director is accountable for. That ambiguity is the root cause of most marketing department underperformance.
9 min read
Attorney Business Development
The attorney bio is the most-read page on most law firm websites. Most bios waste the opportunity by listing credentials instead of answering the question a prospective client is actually asking.
8 min read
Business Development
The firms that win competitive pitches are not always the most qualified. They are the ones that answer the question a prospective client is actually asking.
9 min read
Attorney Business Development
The attorneys who build real business on LinkedIn are not posting more. They are using the platform differently.
8 min read
Law Firm Marketing
Most law firm content strategies are publishing schedules in disguise. The ones that actually build business are built around something different.
8 min read
Law Firm Marketing
A thought leadership program that generates business is not a content calendar. It is one attorney, one audience, one format, tracked over time.
8 min read
Attorney Business Development
The absence of BD measurement at most law firms is not an oversight. It is a decision, and it has consequences.
8 min read
Law Firm Marketing
Client retention is not an account management function. It starts the moment a client signs the engagement letter.
7 min read
Law Firm Marketing
The firms that get client alerts right treat them as a relationship tool, not a publication. The difference is everything.
7 min read
Attorney Business Development
Every law firm relies on referrals. Most have never actually designed the network that produces them.
8 min read
Law Firm Marketing
The we-versus-you ratio on a law firm homepage tells you everything about who the site was actually built for.
7 min read
Law Firm Marketing
The resource-rich law firm marketing team that produces little and the underfunded team that punches above its weight have one key difference between them.
8 min read
Law Firm Marketing
A law firm newsletter that nobody acts on is not a marketing asset. It is a very expensive way to fill a CRM contact's inbox once a month.
7 min read
In the meantime
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