Client Relationship Management, or CRM, is a strategy implemented in business to maintain effective knowledge about and connections with your current, previous, and potential clients. Using technology, employees are able to nurture relationships with their clients by tracking conversions and setting notifications. But many lawyers, especially solos and small firm lawyers, aren’t using CRMs; they don’t know the potential value of these systems or even what they are. So why should attorneys bother learning about CRMs?
In this episode of New Solo, Adriana Linares discusses CRMs with Michael Chasin, co-founder and CEO of Lexicata, a law firm CRM and client intake software. Michael talks about the foundation of Lexicata and how it has helped many lawyers find and convert leads. He then explains how CRMs can help solo and small firm lawyers with client intake as well as marketing. By touching base with potential clients, we can create a positive, brag-worthy experience. In this way, clients will return with future legal needs and can also become great referral sources. Michael discusses how the right CRM can automate a significant part of this process, making your client feel attended to without taking up too much of your time. He finishes the podcast by talking about how lawyers should go about choosing the right CRM to build a foundation for the future of their solo practices.
Michael Chasin is CEO of Lexicata, a CRM and client intake software designed to help law firms and lawyers increase client satisfaction. Michael is also co-founder of both LawKick.com and Lexicata.com. He has his B.S. in Business Administration with an emphasis in Entrepreneurship from the University of North Carolina, and his J.D./M.B.A. from Loyola Law School.
In this episode of The Legal Toolkit, FindLaw Senior Director of Strategic Development and Thought Leadership Mark Jacobsen talks with Jared Correia about the 2015 U.S. Consumer Legal Needs Survey.
The study asks a consistent set of questions to a randomly selected group of consumers, ages 18 and over, who have had (or have family members who have had) legal concerns that they consider important or very important. Mark reveals that they typically receive around 2,000 responses and ensure a clean survey pool by disqualifying anyone who works for a law firm or marketing services group that does business with law firms. The purpose of the survey is to understand the mindset, preferences, and motivations of the consumer as they realize their legal problem and take steps toward rectifying it. The results of the 2015 survey reveal that 58% of consumers choose to contact a legal professional upon recognizing that they have a legal issue, and Mark analyzes the most influential of the eight core motivators, like aversion to risk and desire for competent representation, on consumer decision making when purchasing legal services. Mark continues with this investigation and provides examples of how law firms can use these buyer impulses to better market to potential clients. He also discusses the importance of social media and the mobile sphere in finding new clients and provides tips attorneys can use to show expertise and build trust in these respective spaces. The interview closes with advice to help lawyers and law firms optimally balance their marketing efforts between online and offline resources.
Mark Jacobsen leads a team focused on the early stage development of products, services, and capabilities to help law firms generate new business opportunities and grow the quality and quantity of their clients. Before joining FindLaw, Mark was a pioneer in the software and Web development sectors. He is a regular speaker at industry conferences on such topics as digital marketing strategy, search, web development, project management, online learning, and interactive multimedia applications.
Starting your own law firm can be a daunting task for any solo attorney. What new trends will help you manage your practice and how can you harness available technology to better communicate with your clients?
In this episode of The New Solo, host Adriana Linares speaks with Clio CEO Jack Newton, who shares what he believes are two big trends in practice management. Jack discusses client portals and lists the benefits, such as document management and security, that having a collaborative way to communicate directly with your clients provides. He analyzes the advantages that leveraging this technology gives law firms and the convenience it provides lawyers and consumers of legal services. He also talks about campaign tracking which enables law firms to track their marketing channels and determine what kind of return on investment they are receiving from those endeavors.
Jack briefly touches on the 2016 Clio Cloud Conference and says this year’s event will focus on helping lawyers take their practices to the next level by embracing the cloud.
Jack Newton is the founder of Clio, one of the pioneers of cloud-based practice management. Jack has spearheaded efforts to educate the legal community on the security-, ethics- and privacy-related issues surrounding cloud computing, and has become a nationally recognized writer and speaker on these topics.
Jack has recently joined the board of the International Legal Technology Standards Organization (ILTSO), where he will help the organization craft standards for law office technology. He also co-founded and is acting president of the Legal Cloud Computing Association (LCCA), a consortium of leading cloud computing providers with a mandate to help accelerate the adoption of cloud computing in the legal industry.
Almost every lawyer wants to command higher rates, attract more clients, and increase his or her profile in the marketplace. However, many are unable to achieve these objectives because they are stuck pursuing ineffective strategies – or no strategy at all. In this presentation, Jay Harrington will provide some tips on how to develop more business by establishing a niche legal practice.
“Getting narrow” is more important than ever as, in all aspects of today’s economy, consumers are trending toward specialization. Consumers of legal services are no different. They are no longer looking for lawyers with broad skill sets and general knowledge, but rather are seeking out specialists with very particular knowledge in narrow industries and practice area sub-specialties.
Jay will discuss niching strategy and issues such as:
Why it’s important to carve out a niche
Why lawyers with niche practices develop more business more easily, and command higher rates
How to pick a profitable and sustainable area of specialty
Jay will also discuss how to market your niche practice through various thought leadership and content marketing initiatives.
It is widely understood that attorneys must be well-organized. However, many struggle to achieve a level of daily discipline that would help them achieve maximum success. How can lawyers become more productive and organized as they pursue the practice of law?
In this episode of The Legal Tool Kit, host Heidi Alexander talks with Lawyerist founder and editor in chief Sam Glover about how lawyers can increase their organization and productivity. Sam explains concepts of organization and productivity, like planning ahead, meeting your deadlines, keeping appointments, and why they are essential to the successful practice of law. He then explains his approach to organization, a mindset he calls “productive laziness”, which is to take inventory of everything on your plate and take care of the most pressing issues first. Sam encourages lawyers to use a work plan, which is figuring out what you have to do and when you have to do it, and to cultivate a daily practice of writing down your daily tasks. He analyzes David Allen’s 5 step Getting Things Done method (capture, clarify, organize, reflect, and engage) and provides suggestions on how beginners can simplify the steps. Sam closes the interview with some of his favorite software to help you stay organized maximize your workflow.
Sam Glover is a lawyer and the founder and editor in chief of Lawyerist.com, an online law practice magazine and home to the largest community of solo and small-firm lawyers on the web. On Lawyerist, Sam writes and podcasts about legal technology, law practice management, access to justice, and more.
As more and more clients find us online, it’s imperative that small law firms have the basic tools in place to capture and capitalize on potential opportunities. In this session we will cover the tools you can’t live without, and some wish-list items for future growth. Including; Avvo, Social Media Automation, Email Marketing and more.
Chelsey Lambert is Vice President of Marketing & Communications at Smokeball, a provider of productivity software for small law firms, based in Chicago. Her mission is to help attorneys, and legal professionals understand the technology that is available to them, how to use it, and the positive impacts it can have on their business. After leaving theChicago Bar Association in 2014, she continues to speak and write for legal organizations across the US, on technology, hiring, marketing and small law firm best practices. In her spare time, she enjoys a good yoga class, volunteering, and taking in the sunshine on Chicago’s beautiful lakeshore.
In order for any lawyer to be a successful advocate for their client or law firm they must become an excellent dealmaker. However, the secrets to the art of deal closing can seem incredibly elusive to even the most initiated. What are the fundamental tenets of being a good dealmaker, and how does one focus on honing these skills?
In this episode of The Legal Toolkit, host Jared Correia sits down with Cohen Gardner LLP Co-Founder Jeff B. Cohen, a former child actor best remembered for his role as Chunk in The Goonies, to discuss dealmaking in the context of the law. The conversation opens with Jeff providing insights into his experiences behind the camera as a child actor and how this unique upbringing influences his perception of entertainment dealmaking. Within these recollections he also discusses how Machiavelli’s “The Prince” aided him after his acting career ended and how these teachings inspired his book “The Dealmaker’s Ten Commandments: Ten Essential Tools for Business Forged in the Trenches of Hollywood.” Jeff provides a glimpse into his methodologies and why he thinks it’s so important for lawyers to effectively manage their time. He then provides a few of his personal commandments and best practices that any legal professional can use to become a more effective and successful dealmaker.
Jeff B. Cohen co-founded Cohen Gardner LLP in 2002 and focuses on transactional representation for clients in the entertainment, media and technology verticals. His first book, “The Dealmaker’s Ten Commandments: Ten Essential Tools for Business Forged in the Trenches of Hollywood” was published by the American Bar Association’s imprint Ankerwycke in 2015. Jeff received his Juris Doctor from UCLA Law School with an emphasis in business law and his undergraduate degree from The University of California at Berkeley, Haas School of Business. While at UC Berkeley, Jeff served as President of the Associated Students of the University of California.
The only thing more expensive than hiring a lawyer is advertising as one.
For example, a recent study of online advertising found that 78 of the top 100 most expensive Google advertising terms are fought over by lawyers looking for clients. It can cost a lot of money to market a law firm. Worse, most law firms cannot track whether their expensive advertising is actually producing clients.
In this session, learn from Joshua Lenon, Lawyer in Residence at Clio, about the numbers you should be tracking when it comes to legal marketing.
How much marketing costs your firm should carry;
Calculating Return on Investment (ROI) for each method of advertising you use in your firm; and
Tools to measure revenue from cases against your advertising costs.
Joshua Lenon is an attorney who currently serves as lawyer-in-residence for Clio, providing legal scholarship and research skills to the leading cloud-based practice management platform.
Are you struggling to establish a powerful online presence for your law practice? Is your website failing to bring in business?
Learn how to establish a comprehensive online presence that will increase your exposure and enhance your credibility, while maintaining MRPC compliance. This presentation will cover:
– Branding + using imagery that will resonate with clients
– SEO keywords + tips
– Turning your website into a potent resource
– Using legal content to convey credibility
– Blogging benefits + best practices
– Utilizing effective marketing tools to supercharge – referrals
– Selecting a provider
Fred Cohen is the founder and CEO of Zola Media, a legal marketing and technology company that specializes in high-impact attorney websites and marketing services. Fred’s management and experience spans across the information technology, marketing and legal sectors from founding a tech startup which was acquired by a publicly-traded company to practicing trusts and estates as a partner at a New York law firm.
Fred writes on a wide range of topics related to legal technology, marketing and ethics in attorney advertising. He is also a regular speaker and CLE presenter at bar associations throughout the country.
The last 10 years have seen a 75% rise in legal costs, which compares to a 20% increase for other fields. It’s estimated that there are one billion dollars worth of unrecognized legal needs in today’s market. Even when legal needs are recognized, it’s common for potential clients to see their problems as prohibitively expensive. As a solo practitioner or law firm, you might be wondering how to tap into that potential billable revenue. As it turns out, your answer could be branded networks.
In this episode of Legal Toolkit, host Jared Correia and Solo Practice University founder Susan Cartier Liebel discuss the benefits of being part of branded networks like Legalzoom, Rocket Lawyer, Avvo, upcounsel, LawGo, Priori Legal, and lawtrades. By leveraging network marketing resources, participating practitioners get the benefit of a large scale advertising campaign without having to make an in kind investment. In addition, some of these organizations are capable of offering low cost malpractice insurance and/or invoicing platforms to help make practice life easier. Whether you decide to join a branded network or not, the prediction is that they are here to stay. Stay tuned to hear advice on selecting a network to be part of as well as Jared’s true feelings about Peyton Manning.
Susan Cartier Liebel is the founder and CEO of Solo Practice University®, the only online educational and professional networking community for lawyers and law students who want to create and grow their solo/small firm practices.