When coaching your lawyers in navigating an effective pitch, it is important to remember the five-stage framework of a sales conversation: 1) building rapport, 2) identifying pain points, 3) offering a solution, 4) overcoming objections, and 5) making the close.
Those who know me well know that I have a love of story...
Often times, we as legal marketing and business development professionals spend so much time crafting stories of the firm’s brand or an individual attorney’s brand that we forget to put thought into what our own story looks like.
It’s inevitable that a law firm marketing professional has a conversation with an ambitious attorney who utters the phrase, “I’d like to be in the New York Times or The Wall Street Journal.” The challenge is crafting an effective media campaign that turns this goal into reality.
As technology evolves, as new systems are created and as previously unused strategies are adopted, it becomes almost impossible to stay on top of the ever-changing field of marketing. This panel discussed making the most of these advances for you and your firm.
Firms have come a long way since D&I programs began to surface in the early 2000s. But, progress has been slow. Fortunately for the industry, a demographic of new lawyers is entering the profession, a generation arguably better prepared to lead the way on D&I than their predecessors – Millennials.