Today, Being an Excellent lawyer is Just not Enough...
But first the Disclaimer: Even though more litigation firms than ever before are successfully utilizing the following approach to non contingent litigation marketing, it is not the only combination of strategies to create new litigation client relationships.
We have clients using numerous other methods as well, including blogging.
What is right for you will work for you and what will work for you depends on who you are and where you want to focus your growth.
Back to business...
More and more Las Vegas area attorneys are discovering this site everyday. While most are interested in learning about "Be of Service" Marketing some are only interested in acquiring the resources quoted in various media.
As such here are the links to the promised resources:
Additionally, to thank you for visiting here are two bonus resources:
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Eight Guiding Principles for a Successful (Enjoyable, Secure & Profitable) Law Practice With Happy, Well Compensated Partners, Associates & Employees
For those of you who want to better understand "Be of Service" Marketing, Litigation Business Development and how and why this all continues to work after 20 years of continuous refinement, feel free to read on...
In 1986 I left a technical, non marketing career at IBM to start my own consulting and training business. In short notice I learned that if I did not master sales and marketing, I would have to get a job.
So I read countless books, listened to tapes, watched videos and attended seminars on selling. Soon, I was closing sales to a wide variety of professionals, including my first litigation firm in 1988.
But something puzzled me. I connected the dots and figured out that the harder I worked to make someone a client, the harder I had to work to move them into the results phase of our relationship.
On the flip side, those who willingly agreed to work with me saw greater results in less time.
That’s when I changed the foundation of my selling practices. I assured every prospective client that “No” was a completely acceptable answer. Almost overnight, my client relationships became more productive and more enjoyable for all involved.
All of the manipulative techniques I had learned were given up!
"Be of Service" Marketing was born. And over the last 20 years, my clients' results have repeatedly illustrated that there is no better way to successfully and professionally market a litigation practice.
It is my sincere hope that all who visit will find value here. Feel free to call if I can "Be of Service"...
Michael Flint
702-562-2269
What You Can Learn Today from LitigationMarketing.com
Why "Be of Service" Marketing is Effective for Complex, Commercial, Business and Insurance Litigation Practices (or any hourly/non contingent litigation practice)
Why "Be of Service" Marketing is Effective for Complex, Commercial, Business and Insurance Litigation practices
Most everything you will find (online and in print) about marketing legal services is about finding new clients. "Be of Service" Marketing is focused on creating mutually beneficial relationships with those people who are a good match for your (and your firm's) expertise and who need and deserve the quality of legal services you provide...which equals higher quality, more profitable new clients.
While the difference may seem slight at first glance, my clients (small litigation firms and solos) continue to prove that litigation firms utilizing "Be of Service" Marketing, market more, get better results, better clients ands even better associate retention.
When consistently implemented, "Be of Service" Marketing permeates your letters, phone calls, and positively changes interactions between you and your prospective clients as well as your existing clients.
"Be of Service" Marketing also builds a team within your firm upon a foundation of service. Attorneys and staff respond positively to being a contributing member of a team with a purpose. Behaviors often change quickly and positively.
Sidebar: At this stage, if your firm has employees who are not team players, they get very uncomfortable and usually dissappear. Replacing them using this Hiring Guide will make your firm better and assist you in delivering better service to your clients.
The 5 Phases of "Be of Service" Marketing;
Interview your prospect. Just to clarify, this is in lieu of a presentation. In addition to learning about their concerns, challenges and problems, find out what they like about current/past counsel, and the most important aspect of choosing outside counsel. Develop and use a written Prospect Interview outline.
Missing Links to Implementation
Part of my expertise comes in my ability to uncover missing links to implementation unique to each client. But whether you are a solo or a small firm, there are a few missing links in common. And the common ones are not always what they seem.
Time is the most common reason cited for not marketing. We all know you have to bill, and marketing time is non billable. What I have found is that very often, the lack of time to market is often a lack of accountability and that is a much different issue. Rarely do partners in a small firm hold each other accountable for marketing, and partners rarely hold associates accountable for doing what they as partners can't seem to find the time to do (again marketing). And the solo, well the solo is accountable to no one.
One of the assets that I integrate into a firm's culture is accountability, which continues long after my engagement is over, along with all the other aspects of "Be of Service" Marketing.
With minimal accountability, most of my clients "find" 2 to 4 hours per week to market without affecting their billables. The exceptions are trial and trial prep.
Lack of marketing knowledge is also cited often as a missing link to marketing implementation. This is easily remedied with litigators because litigators by nature and practice are marketers. Litigators market strategies for each case within the structure of the court system. All we will do is focus a little of that marketing expertise outside the court system into a structure which is introduced to my clients' firms.
There are of course many other missing links which have been discovered in my 20 years experience with litigation firms. I would be happy to assist in uncovering yours.
How to Benefit From an Initial Consultation While Saving $275
That's the easy part, just call 702-562-2269 within 10 business days of receiving notice of this website. We don't even have to meet by then. Why the deadline? If you want new and better litigation clients in 2011, 2012 and beyond, now is the time to start.
If you won't even pick up the phone to invest 5 minutes to determine for yourself if meeting with me is worth your time, experience has shown that we are not a good match. And that's OK because my clients' results are predicated on the foundation that I am not a match for every litigation firm.
It is not my mission to convert all litigation firms. My mission is to find firms that are most likely to see the greatest results in the shortest period of time. Those firms are NOT ready to act. Those firms are taking action.
If there is another reason to take action, it is the economy. Large law firms are laying off attorneys at an alarming rate. Displaced attorneys have little choice but to open a solo practice or start a small firm. They need hourly work and they need it quickly. The younger they are, the more likely it is that they will be actively marketing their practices from day one. And the influx of out of state law firms opening offices in Nevada over the last 5 to 10 years have lead many to believe that this is the promised land.
Whether it is "Be of Service" Marketing or ???, this is the time to explore ways to secure the future of your law practice.
Take action or say "No". Even if the action is just to read the Eight Guiding Principles... now.
If you miss the opportunity to have me waive my fee, rest assured that all of my Initial Consultations come with an unconditional guarantee: You pay nothing up front and only pay at the end of the Initial Consultation if you feel that the value far exceeded my $275 fee.
Whatever your answer...start today!
Ask Yourself: What Will It Take to Make Your Litigation Practice Surpass Your Expectations and Serve More Clients?
As a special benefit for those of you who explored enough to find yourself here, I have one more bonus for you.
One of the tools my clients use to enhance existing client relationships is the "Pulse Taking" Interview. Once or twice each year, it is a very good idea to contact each of your litigation clients to have a structured, productive discussion about ways to strenghten the relationship.
This not only improves the relationship and client loyalty but also prevents you from being blind-sided by a client leaving unexpectedly.
"Pulse Taking" will also provide clues to the true state of your client relationships.
If you would like a copy of the "Pulse Taking" Guide for Litigation Clients, just email me with "Pulse Taking" in the subject line.
