Issue 22

Marketing Hope Is Alive and Well:
Top Firm Marketers Reveal Their Plans for the Year Ahead

By Burkey Belser and Sue Allison

We surveyed AmLaw 200 marketers and found that there is a planned uptick in some marketing activities on the horizon for the coming months, including some surprises. Read the full article as it first appeared in the ABA's Law Practice magazine.

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Issue 21

Your Client Feedback Program May Not Lead to Satisfied Clients

By Sue Allison

I was recently talking with a colleague about how a majority of management event attendees say their law firms are doing client feedback in a systematic way; but when we ask clients if their law firms request feedback on service and performance, the answer is almost always “rarely” or “never.”

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Issue 20

In Client Interviews, How Questions Are Asked Really Matters

By Greg Newman

In our recent "Marketing Hope" survey of plans for 2009 and 2010, 64% of Am Law 200 marketers indicated they will be investing in client loyalty interviews. That's a smart move in any economy. But how do you extract the most value from those interviews?

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Recent Posts

Social Media, Haiti and Your Firm’s Efforts to Help

By Gayatri Bhalla

Posted on 01/19/10 at 3:39 pm

Nielsen’s BlogPulse reports “unprecedented 3% of all total blog content” dominated by Haiti earthquake.

Last week’s devastating earthquake in Haiti has put a spotlight on both profound suffering and incredible generosity. The official White House Twitter feed reports that $8 million dollars has been donated through online channels alone to the Red Cross (this is through $10 cell phone-debit donations by texting HAITI to 90999). Social media channels, especially Twitter, have proved instrumental not only in providing coverage of the disaster, but also in helping to find survivors, locate family members and raise needed funds. More than traditional media ever could, eye witness blog posts, Twitter feeds and video footage have reached and involved more people around the world because they are direct, unfiltered and immediate.

In the world of law firms, two managing partners of large firms here in D.C., Stuart Pape with Patton Boggs and Bruce McLean with Akin Gump, recently announced $50,000 donations towards Haitian relief efforts with additional donations to come from the firms to match employee donations. Such efforts are admirable and generous and worth broadcasting as they encourage further generosity from employees, other firms and clients. Peer pressure can be a good thing at times, and using your firm’s social networks (be they blogs, Twitter feeds or LinkedIn rings) to broadcast corporate philanthropy further supports the causes you believe in.

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Web 2.0 Might Get You Found but Not Remembered

By Joe Walsh

Posted on 06/05/09 at 3:37 pm

I sat in the audience at a web 2.0/social media presentation recently with the goal of trying to figure out the best way forward for our clients and our own business—yes, GB blogs, tweets, links in, buys adwords, follows analytics, etc … but we always look to be better.
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Tag Clouds Drift Over New Horizons

By Burkey Belser

Posted on 06/04/09 at 1:32 pm

The rapid rise of blogs has given birth to a new and extraordinarily efficient piece of information design—the tag cloud. A “tag cloud” visually depicts the relative frequency with which keywords are tagged on a site by users. The more frequent, the bigger the tagged keyword becomes. (Visit Wikipedia for a more precise definition.) View full article

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A Course in Social Networking

By Anastasia Vastola

Posted on 06/01/09 at 10:33 am

Nothing could be more topical for professional services marketers than social networking. We’re all atwitter about the possibilities. After all, the delivery of professional services is built on relationships and that’s the promise of Facebook, LinkedIn, etc.  While the jury is out on the effectiveness of these tools, particularly the ROI, none of us is willing simply to sit on the beach while the Next Big Wave washes over us. So, let’s jump and explain to your folks why you have carpal thumb syndrome.

Understand the basics

Businesses can no longer ignore the growing network of people communicating online and through blogging specifically. The number of blogs indexed by Technorati since 2002 is roughly 133 million, with over 346 million people globally reading these blogs. That’s a lot of people! The challenge is to create a blog where people will visit—and return.

Set your strategy and define your goals

The culture of blogging is all about being real—real people sharing real experiences and insights. Often, novice bloggers confuse their business blog with advertising or PR efforts. They try to use their blog as a forum for self-promotion instead of delivering value to their readers. Yes, blogging can align with marketing, but don’t let it be your main goal. Readers ignore blatant advertising tactics. If you try to scam them as Sony once did, you’ll get trashed online. The truth will come out. Therefore, it’s important to identify the goals of your blog from the beginning and layout a strategic plan.

Some common goals:

  • Gain industry exposure
  • Build brand awareness
  • Connect with existing customers
  • Deliver value through relevant content
  • Be seen in the industry as a thought leader
  • Build communities of supporters
  • Drive traffic
  • Increase new business.

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Part 1: The Next Big (Web) Thing

By Burkey Belser

Posted on 07/09/07 at 5:15 pm

Recently, I went to a day-long seminar called wwww.dc to learn about business-to-consumer site design. There must be lessons, I imagined, we could learn about marketing to businesses that are born from consumer marketing. My hunch was confirmed. Here’s what I took away:

A Baseline Measure

The exponential growth of the Web is sobering. In 1997, there were only 100,000 sites. By 2006, over 100,000,000 sites were active, with three to four thousand going online each month. In other words, every 48 seconds a new site goes online. That dramatic explosion has changed the way consumer product and service companies approach their sites.

Build Community (Maybe)

The buzz from nearly every speaker was about building an online community on their sites. In particular, we learned washingtonpost.com creates and sustains a community by:

  • Creating live online forums that bring readers of The Washington Post into active, daily contact with the site
  • Updating blogs at least once a day
  • Being considerate of others by using software filters to shut down offensive language
  • Sending out reporters with digital cameras to augment their stories with images that create a more intimate relationship between the reporter or writer and the subject.

What’s the lesson for you?
The only “community” that’s likely to be built on a professional service site is around a blog that keeps visitors up-to-date with changes in narrowly focused fields. In those fields, live, online forums can be winners. But aim for monthly updates, not daily. And, of course, those forums must be advertised online, via email and through traditional channels.

Take another tip from washingtonpost.com and use that digital camera you bought last year. Professional photographers are not required for every assignment. The Internet has become very forgiving of non-professional photography (Thank you, YouTube). And “non-professional” cameras are delivering better and better images.

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