panel discussion:
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Panel Discussion:. No longer can the Legal Industry do without Marketing Nick Eastwell, Kinstellar. No longer can the Legal Industry do without Marketing. True or False? The “Anglo-Saxon” approach Marketing efforts are wasted!. No longer can the Legal Industry do without Marketing. - PowerPoint PPT PresentationTRANSCRIPT
Panel Discussion:No longer can the Legal Industry do without Marketing
Nick Eastwell,Kinstellar
No longer can the Legal Industry do without Marketing
True or False?
The “Anglo-Saxon” approach
Marketing efforts are wasted!
No longer can the Legal Industry do without Marketing
The Client’s perspective
Direct approach
Failure to follow-up
No longer can the Legal Industry do without Marketing
LAW FIRMS’ MARKETING MISTAKES:
Unfocused mailshots
Too pushy; hard sell
Not understanding clients’ needs
Cold calling
Trying to appear expert in field when not!
Talking and not listening
No longer can the Legal Industry do without Marketing
WHAT FORMS OF MARKETING ARE MORE EFFECTIVE?
Seminars
Arranging meetings
Newsletters
Conference speaking
Commissioning and publishing research
Websites
No longer can the Legal Industry do without Marketing
WHAT FORMS OF MARKETING ARE LESS EFFECTIVE?
Press coverage
Corporate hospitality
Directory entries
Brochures
Business event sponsorship
Advertising
No longer can the Legal Industry do without Marketing
WHAT IS THE BEST FORM OF MARKETING?
Do an excellent job
Build a strong reputation
Client recommendations
No longer can the Legal Industry do without Marketing
DEVELOPING A MARKETING STRATEGY
Proactive client retention and client generation culture
Training and personal development of lawyers
Client relationship management programme
Measuring client satisfaction
Effective RFPs
Cross-selling
No longer can the Legal Industry do without Marketing
The modern law firm conundrum
Branding
Marketing within the Legal Industry
Effective introduction
Joint pitching