7 Tips for the Dreaded RFP
Holy heck Batman! You’ve just opened your email and found a request for proposal (RFP). If you’re anything like me, you immediately drop everything you’re doing, take 60 seconds to panic and then rally the troops with a megaphone and a Woo Hoo! I realize most folks don’t actually react like me.
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Are Your Attorneys Too Busy for Marketing?
It’s inevitable. If you spend enough time around successful attorneys, you’re going to hear it said, “I’m too busy for marketing. I can’t take on more work.” The problem with this statement is that it creates a false narrative and it slows down potential future work.
And just like that, they’re done putting in any extra thinking into business development. The need for business development doesn’t actually end, nor does your job (legal marketer) of helping attorneys bring in work.
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It’s Business, It’s Business (Development) Time
You heard me right! It’s the end of another year – time to reflect on what worked well, what didn’t work at all and what will work next time. I know the idea of creating plans for the coming year can be daunting.
I’m sure more than a few of you are audibly groaning while reading this… But I promise you, it’s time for business development planning.
Before you decide to stop reading, let me suggest a peace offering. This might be on the edge of appropriateness, but I love Flight of the Concords and their song Business Time is entirely unrelated to what we’re going to chat about here.
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My Attorneys Want A Blog. Now What?
We’ve all heard of that one group that talks about starting a blog, but just doesn’t know where to start.
They know they need to be making business development efforts, but there are so many options, so many choices and they still need to get their hours in.
As a marketer, you know that blog will help with business development, but you’ve got several additional demands for your time and focus.
I recently wrote a couple of posts over on LexBlog’s Please Advise blog that cover seeding a new blog and keeping it going. While you can’t write the content for your attorneys, you can offer some suggestions to get them started and keep them motivated.
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Avoiding Burn Out When You’re Busier Than Ever
Legal marketers are BUSY folk. Increasing workloads tends to affect the small to medium sized firms most, as big law has the ability to pull in resources at a higher rate than the smaller firms.
So, what do you do if you’re looking at an increase in work, but not necessarily an extra hand to tackle the pile?
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Newsletters are Less Effective Than Blogs For Law Firms
Most firms have the newsletter game down. (Yay you!) The schedule, the segmentation, the email lists, all of it is set up so you can regularly and consistently reach out to your current and potential clients.
But what if newsletters, while consistent, aren’t necessarily the most effective way to keep in communication.
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Is Business Development Your Law Firm’s Challenge?
According to a recent survey by Thompson Reuters, the biggest challenge for small and solo attorneys is bringing in new business. (No shocker there!) Of the firms surveyed, 41% had yet determined how to address acquiring new clients. (Ok, 41% is actually pretty shocking.)
The legal market has been trending down or flat in the past few years. For firms that are trying to keep afloat in this market, acquiring new clients and growing current clients is a major hurdle to address. However, it’s not their only challenge according to the survey.
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Slump in Demand: Bad News is Good News for Smaller Firms
It can be difficult for a small or medium sized firm to compete with the bigger firms. Large law firms are powerhouses of content and distribution machines. However, the recent Peer Monitor Index shows demand for legal services dropped for the first time since 2013.
What does this mean for small and mid-sized firms if the giants are seeing a loss in demand? Probably better things that you’d initially think!
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