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What’s at the End of the 12-Step Sales Pipeline? A Constant Flow of New Business |
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 Final Stage of the 12 Step Pipeline: In this conclusion to his series of articles, Andy Havens points out that step twelve is easy to say, hard to do: repeat steps 1-11. Consistency is the most important hallmark of a successful marketing pipeline. You can’t let up, you can’t pause. Every month you go without feeding your pipeline, more of your marketing process slips into the cold.
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Blogs Bring Law Firm a New Client a Day |
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 Around 150 client prospects contact the firm Traverse Legal every month, and it converts about 8% of those into clients, or about a new client each day. Enrico Schaefer, the Managing Partner, explains how this activity is all driven online by the use of multiple blog sites tied to key words used by prospects to search for legal representation.
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Building New Possibilities in the New Year |
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 The end of the year brings with it the hope for the new: fresh starts, new beginnings, and opportunity. Thom Singer lays out three ways you can make the most of the coming year: assess where you are and prepare to reinvent yourself as needed, set goals for the year, and BE the solution.
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Start Saying No...The Right Way |
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 Lawyers know that they must do business development, but they do not know that it is okay, and even necessary sometimes, to say "No". Pruning things that waste business development time, and avoiding other time wasters can make a big difference. Here Michael Cummings details WHAT to say no to and HOW to say it, so you can free your time for the good stuff.
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According to a panel of managing partners, savvy law firms must address the shifting nature of client relationships. In this article, Janet Ellen Raasch reports the changes that managing partners have seen, and their conclusion on the need for pro-active, strategic marketing - focused on core strengths and executed with tactical excellence - to thrive. It's not too late to boost your own recovery.
The best way to make a client comfortable with you as a professional is to show that you know about their business, that you understand the business context within which your legal advice is delivered. And the best way to do that on your website is use industry descriptions as a complement to the descriptions of your firm’s practice services. John Toth shows how to do it well.