According to recent report from Hildebrandt Headlines, “the demand for law firm services was largely flat for the quarter and the rate of growth was weak.” So what does this mean for law firms interested in bucking the trend by growing their business and closing more sales? It means that there’s no better time than the present to implement creative strategies and tactics that make the most of existing resources without requiring a large amount of additional time and marketing budget.


One suggestion that the Hildebrandt report offers as a way to prevail over existing market conditions is to develop new approaches for “talent development.” And through our years of experience in using business development consulting to help motivate legal sales, we couldn’t agree more that nurturing your existing talent is an excellent way to promote legal sales.


Talent development tactics that we recommend to help law firms get their lawyers “out there” and prospering include:

• Motivating attorneys to initiate client/prospect contact


• Arming attorneys with pointed client and industry research and analysis


• Offering personalized business development counseling


• Identifying underutilized firm assets and putting them to work for the attorneys


• Increasing collaboration through internal marketing and cross marketing


• Tracking efforts, measuring results, and identifying tools that work and those that don’t.

The lesson to take away is this; it’s important that you focus on nurturing and developing your talent, especially during lean times. Law firms that do an effective job of providing their attorneys with the resources they need to develop their marketing talents are the ones we will see survive and thrive during less-than-ideal market conditions.

This entry was posted on Monday, August 16th, 2010 at 5:21 am and is filed under Legal Marketing. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.