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Скачать презентацию Concrete Ways to be More Effective as a
Concrete Ways to be More Effective as a Law Firm Marketer (aka “What Keeps Managing Partners Awake at Night”) John Remsen, Jr. President – The. Remsen. Group
About The. Remsen. Group 1. Work exclusively with law firms 2. Consulted with over 150 firms since 1997 3. Marketing Plans, Firm Retreats 1. 2. 3. 4. Client Feedback Programs, Recruiting Staff In-house at two larger commercial firms Frequent speaker and author LMA Chapter President, National Board ABA Law Practice Management Section
About The Managing Partner Forum § § § Twelve (14) Forums since 2002 Florida, Texas, Southeast, Midwest 500 participants from 425 law firms High level participants Maximum peer interaction State and regional focus
Today’s Session § Characteristics of Successful Law Firms Highlights from 2007 -08 MPFs in FL, MW, SE § What Firm Leaders Should Do Highlights of 2006 MPFs in FL, SE, TX § How Marketers & Administrators Can Help (no doctor’s prescription required!)
ASK QUESTIONS PLEASE, ASK QUESTIONS
2007 -08 MPF Survey Highlights § Forums in Fort Lauderdale, St. Louis and Atlanta § Audience participation technology § 160 survey participants § Firms with 10 -2, 200 lawyers § 60% had more than 50 lawyers
Characteristics of Today’s Most Successful Law Firms: How Does Your Firm Measure Up? l l l Developed list of characteristics of successful law firms Based on research conducted by Brand Research and Greenfield Belser Asked Forum participants to rate how their firms performed on a 1 -5 scale
Clear Vision Among Shareholders
Strong, Committed Leaders
Planning and Implementation
Open Communication
Sharing and Teamwork
Good at Cross-selling
Subjective Compensation System
Succession Plans
Diverse Client Base
Lots of Rainmakers
Capable Administrative Team
Willing to Make Tough Decisions
WHAT SHOULD FIRM LEADERS DO?
Lawyer Personalities § Hate change § Risk averse § Highly skeptical § Love autonomy § Averse to social intimacy § High sense of urgency Source: Altman Weil - Caliper Profile
IT’S LONELY AT THE TOP
2006 MPF Survey Highlights § Forums in Atlanta, Palm Beach and Dallas § Audience participation technology § 90 survey participants § Firms with 10 -1, 500 lawyers § 43% had more than 50 lawyers § 88% projected “moderate” to “aggressive” growth
Percentage of Time in MP Role
Job Description
Exit Strategy
Most Valuable Contribution
Where Time is Spent
How They Learn
Most Pressing Issue
Best Way to Improve Profits
Strategic Plan
If Yes, Does It Guide Decisions?
Does Planning Improve Profits?
Does Your Firm Measure Client Satisfaction?
TIPS FOR MARKETERS AND ADMINISTRATORS
Be a Passionate and Committed Firm Leader l l l Get a job description Learn from other firm leaders Invest the necessary time Lead by example Find and mentor your successor
Initiate Change Necessary for Long-term Success and Prosperity l l Tackle the tough issues Find and showcase precedent Build consensus among the key partners Pick your battles carefully
Embrace and Encourage the Planning Process l l l Firm-wide strategic plan Practice group plans Individual lawyer plans Client succession plans Leadership succession plan
Encourage Investment in Your Firm’s Future l l l Administration Technology Marketing and business development Recruiting and retention Non-billable time
Bring Relevant Information to the Attention of Firm Leadership l l l Law firm economic data Trends in the profession Articles and White Papers Competitive Intelligence “Heard on the Street”
Make Your Managing Partner Look Good l Internal l l Meetings Newsletter / Intranet Information source Firm Retreat
Make Your Managing Partner Look Good l External l l Firm events Boards and Committees Speeches Media relations Vanity lists
Develop and Implement a Client Feedback Program at Your Law Firm l l Client site visits (lawyers) Formal client audits Post engagement questionnaires Bring clients into the firm
Promote Internal Communication l l l Internal meetings Intranet Internal newsletter Firm retreats Teams and groups
Tune In to Profitability l l l By client By industry By practice area By office By lawyer
Subscribe to The Remsen Report l l l Marketing Tip of the Month Articles and White Papers Go to The. Remsen. Group. com
Concrete Ways to be More Effective as a Law Firm Marketer (aka “What Keeps Managing Partners Awake at Night”) John Remsen, Jr. President – The. Remsen. Group
Скачать презентацию Concrete Ways to be More Effective as a
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