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John Remsen, Jr. President – TheRemsenGroup

John Remsen, Jr. President – TheRemsenGroup. Concrete Ways to be More Effective as a Law Firm Marketer (aka “What Keeps Managing Partners Awake at Night”). About TheRemsenGroup. Work exclusively with law firms Consulted with over 150 firms since 1997 Marketing Plans, Firm Retreats

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John Remsen, Jr. President – TheRemsenGroup

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  1. John Remsen, Jr. President – TheRemsenGroup Concrete Ways to be More Effective as a Law Firm Marketer(aka “What Keeps Managing Partners Awake at Night”)

  2. About TheRemsenGroup • Work exclusively with law firms • Consulted with over 150 firms since 1997 • Marketing Plans, Firm Retreats 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

  3. 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

  4. 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!) Today’s Session

  5. ASK QUESTIONSPLEASE, ASK QUESTIONS

  6. 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 2007-08 MPF Survey Highlights

  7. 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 Characteristics of Today’s Most Successful Law Firms:How Does Your Firm Measure Up?

  8. Clear Vision Among Shareholders

  9. Strong, Committed Leaders

  10. Planning and Implementation

  11. Open Communication

  12. Sharing and Teamwork

  13. Good at Cross-selling

  14. Subjective Compensation System

  15. Succession Plans

  16. Diverse Client Base

  17. Lots of Rainmakers

  18. Capable Administrative Team

  19. Willing to Make Tough Decisions

  20. WHAT SHOULD FIRM LEADERS DO?

  21. Lawyer Personalities • Hate change • Risk averse • Highly skeptical • Love autonomy • Averse to social intimacy • High sense of urgency Source: Altman Weil - Caliper Profile

  22. IT’S LONELY AT THE TOP

  23. 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 2006 MPF Survey Highlights

  24. Percentage of Time in MP Role

  25. Job Description

  26. Exit Strategy

  27. Most Valuable Contribution

  28. Where Time is Spent

  29. How They Learn

  30. Most Pressing Issue

  31. Best Way to Improve Profits

  32. Strategic Plan

  33. If Yes, Does It Guide Decisions?

  34. Does Planning Improve Profits?

  35. Does Your Firm Measure Client Satisfaction?

  36. TIPS FOR MARKETERS AND ADMINISTRATORS

  37. Get a job description Learn from other firm leaders Invest the necessary time Lead by example Find and mentor your successor Be a Passionate and Committed Firm Leader

  38. Tackle the tough issues Find and showcase precedent Build consensus among the key partners Pick your battles carefully Initiate Change Necessary for Long-term Success and Prosperity

  39. Firm-wide strategic plan Practice group plans Individual lawyer plans Client succession plans Leadership succession plan Embrace and Encourage the Planning Process

  40. Administration Technology Marketing and business development Recruiting and retention Non-billable time Encourage Investment in Your Firm’s Future

  41. Law firm economic data Trends in the profession Articles and White Papers Competitive Intelligence “Heard on the Street” Bring Relevant Information tothe Attention of Firm Leadership

  42. Internal Meetings Newsletter / Intranet Information source Firm Retreat Make Your Managing Partner Look Good

  43. External Firm events Boards and Committees Speeches Media relations Vanity lists Make Your Managing Partner Look Good

  44. Client site visits (lawyers) Formal client audits Post engagement questionnaires Bring clients into the firm Develop and Implement a Client Feedback Program at Your Law Firm

  45. Internal meetings Intranet Internal newsletter Firm retreats Teams and groups Promote Internal Communication

  46. By client By industry By practice area By office By lawyer Tune In to Profitability

  47. Marketing Tip of the Month Articles and White Papers Go to TheRemsenGroup.com Subscribe to The Remsen Report

  48. John Remsen, Jr. President – TheRemsenGroup Concrete Ways to be More Effective as a Law Firm Marketer(aka “What Keeps Managing Partners Awake at Night”)

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