The National Creditors Bar Association Law Practice Management Blog

Most attorneys are phenomenal when it comes to closing business.  If  coffee is for closers , they’re awash in the stuff.     And, most attorneys will tell you that: they know it, they acknowledge i t , they own it.  Most of the lawyers I talk to will tell me that, ‘If I can get someone on the phone, I can close them’.  I would be t  that most lawyers close leads in to  the high 70s, if I had to sign a percentage to it.   That’s pretty damn good.     But, that ‘if’ is a big one; and, the place where most law firms stumble is getting leads to the consultation/closing meeting. Law firms don’t pick up the phone regularly; and, they don’t respond to voicemails.  Same goes for contact form and intake form submissions.  Consumers are impatient.  So, if a law firm is not immediately responsive, they’re already on to the next option.     So, the problem is, really,   that lawyers never get to the closing meeting, because they fail to engage leads.     Professional athletes often take the offse

The hardest thing about sticking to a law firm marketing strategy is . . . well, sticking to it.   It’s all about consistency; and, most law firms will fail in that regard –  instead  producing content in fits and starts, without ever getting into a groove.  With the sheer volume of business information everyone (both potential clients and referral sources) is exposed to everyday,  lawyers must keep a consistent flow of content outgoing from their law firms, if they hope to compete in content marketing.     But, even as most law firms fail to keep up with content marketing obligations, there’s a pretty straightforward tactic for getting right.  And, it should be a solution that attorneys are very familiar with, since they use it everyday in the substantive practice of law: setup and maintain a strict calendar , just as one would for a busy litigation practice.     That ‘content calendar’ should include the following components:     - when each type of law firm content will be  drafted

Law firms generally have lots of trouble moving into new software programs.  And, there are, for sure, a lot of reasons for that.   Moving on from the status quo is hard, on its own.  Plus, mindset change is a difficult thing.   And, let’s not even talk about getting buy-in from staff.  Those are all pretty high hurdles.     But, you wanna know what the primary driver is, for law firms shying away from new technology – the thing that shuts down those conversations before they even start?  It’s the massive file backlog most law firms maintain.   When law firm managers consider making a move from legacy software to a new system,  the hill they build for themselves  (and often end up dying on)  is  the goal to scan or transfer  all  of their old data in to  the new system , before they start using it .   Now, ensuring that  all  of a law firm’s historical data (some law firms have lengthy histories),  ends up in a new software system,  represents a big project  – and, for some law firms,