Law Marketing

Published on: November 16, 2017

Free PBI Program in Philadelphia — Mastering the Three Rs–Lawyer Ratings, Rankings & Reviews –November 28th

Pennsylvania Bar Institute

In order to get your ethics credit while attending my annual PBI marketing ethics program, you will need to watch me “live…on tape…from Philadelphia” (Larry Sanders Show reference) on December 19^th in Pittsburgh or December 21^st in Philadelphia. HOWEVER, if you’re interested in the subject matter, you are invited to attend the free live taping of that program (without the CLE credit; written materials will be provided via e-mail in PDF form), at The CLE Conference Center in the Wanamaker Building on Tuesday, November 28^th from 10:30 am to 11:30 am.

If you are fascinated by the topic and enjoyed my recent ABA Law Practice Magazine column, Revisiting Lawyer Ratings and Rankings, you’ll learn a lot in this one hour program. Thank you to PBI for allowing me to extend an invite to the local lawyer and law marketing communities to attend the taping.

Published on: November 2, 2017

LP Magazine – Revisiting Lawyer Ratings and Rankings

by Micah Buchdahl

LPcover_NovDec2017-235x300 When I wrote my marketing column for the November/December 2017 issue of the ABA’s Law Practice Magazine, Revisiting Lawyer Ratings and Rankings, I lamented how dealing with the R&R industry felt like it took up time during every single working day. So it seemed somewhat ironic that the magazine arrived in my mailbox on the same day that I penned more than a half dozen press releases for law firms announcing their results from the 2018 U.S. News/Best Lawyers’ “Best Law Firms” honors.

Now it happens that as ratings go, I have respect for the good people at Best Lawyers and U.S. News. They are always easy to work with—and unlike some others named in the column—they avoid the used car sales approach with my law firm clients. They lend a guiding hand with the process, regardless of how much the firm might be spending on the “award” product line. Perhaps your experiences have varied. We all have very subjective feelings to who and what in this business is credible. You may find the ones that give you the highest honors to certainly be the most legitimate!

What entities are referenced by name in this month’s column? In order of appearance: Best Lawyers and U.S. News, Chambers USA, Avvo, American Lawyer Media (ALM), Lawyers of Distinction, Expertise.com, Yelp, Super Lawyers, Rising Stars and Martindale.

Published on: July 21, 2017

WSJ: Time to Rank the Rankers of Lawyers?

by Micah Buchdahl

Wall Street Journal

You have NO IDEA how much I nodded my head when picking up this morning’s Wall Street Journal and seeing reporter Sara Randazzo’s article on Time to Rank the Rankers of Lawyers? It has seemingly been a huge part of my work days over the past few weeks.

Unfortunately, you will have to wait by your mailbox for the November/December 2017 issue of the ABA’s Law Practice Magazine to see the marketing column I authored for it a few weeks back entitled Revisiting Lawyer Ratings and Rankings, which is a follow-up to my 2014 column, The Impact of the Three R’s: Ratings, Rankings and Reviews—which still draws e-mails and phone calls. In the column, I highlight past and present issues with an industry that is still burgeoning and remains largely unregulated (despite generally failed attempts by state bars and even the Better Business Bureau) to reign them in.

Published on: March 7, 2017

LP Magazine – Diversity and Inclusion is a Marketing Tool (and Necessity) in 2017

by Micah Buchdahl

ABA Law Practice Magazine, March/April 2017

Diversity as a business development tool cuts both ways. For those law firms that lack it, there is often frustration in knowing there are matters and clients that they will lose. For those that have it, there are endless opportunities to be rewarded.

It was ironic that the March/April 2017 issue of the ABA’s Law Practice Magazine arrived the same week that I was working on another ABA responsibility—the March 1^st implementation of the ABA’s new CLE diversity policy. As chair of the Standing Committee on Continuing Legal Education (SCOCLE), I have had the privilege of being involved in the many years where this policy was discussed, and ultimately adopted. Now I have the opportunity to oversee the implementation of a policy—that quite simply—requires an ABA program to meet a certain diversity threshold among the faculty, or not be accredited by the association. It is not unlike the requirement of many corporate legal departments that will dole out work to diverse lawyers.

Published on: December 5, 2016

Legal Tech News: Online Legal Resources Straddle the Line between Public Good and Client Generation

by Micah Buchdahl

legal_tech_news What do for-profit and nonprofit legal organizations stand to gain from publishing free or low-cost educational resources? Investment in a public good and expertise, to start, writes Law Technology News reporter Gabrielle Orum Hernández in the November 2016 edition.

In Online Legal Resources Straddle the Line between Public Good and Client Generation, Hernandez asked me about my experiences with the subject matter. I talked about a Hart-Scott-Rodino database I worked on with Morgan Lewis in the 90s—an early adopter for sure. I mentioned how I often use Tom Spahn’s legal ethics opinion summaries database at McGuireWoods—a great free online resource. I pointed out that many online resources that were once considered valuable content—links libraries, FAQs, online forms and brochures—were now often outdated, replaced by short and sweet videos, blog posts and on-demand webinars, podcasts and accredited (free) online continuing legal education (CLE).

But perhaps my most profound comment was sending her to my friend Greg Siskind, the king of online content development for the last 22 years or so at Visalaw.com. Greg’s start as a 26-year-old lawyer in 1994 trying to open up his own shop as a solo immigration attorney is the ultimate online rags-to-riches story—not as an immigrant (he’s from Nashville), but recognizing way back when that content development was the key…way, way before the term “content marketing” came into vogue.

Published on: December 2, 2016

LP Magazine – Law Firm Marketing Spending: How Much is Enough?

by Micah Buchdahl

ABA Law Practice Magazine

Although I typically write my marketing column around four months before publication (in this case, it was July 4^th weekend), my timing for the November/December 2016 issue of the ABA’s Law Practice Magazine was spot on. It is early December and I’m in the thick of figuring out 2017 marketing budgets for about a dozen law firms. Micah…how much should we be spending?

In Law Firm Marketing Spending: How Much Is Enough? I provide the answer.

Published on: August 19, 2016

LPT: Great Expectations? Getting a Young Lawyer’s Marketing Efforts off the Ground

by Micah Buchdahl

LP_Today_Logo-e1401945551625 My first sit-downs with law firm management to discuss marketing strategies were 20 years ago. In the subsequent two decades, I held those discussions in the board rooms of Amlaw 100 law firms and in conference rooms of law firms with ten or fewer. Their approach to marketing expectations from young attorneys was consistently inconsistent.

Back then I was somewhat of a young lawyer. At least youngish. Not so much anymore. But there is certainly an increase in business development training and marketing support for newer attorneys. How quickly you are expected to assume a marketing role depends on the law firm. The larger the law firm, the less likely you will be asked to originate business any time soon. However, that does not mean you should not be laying the groundwork for when that expectation arrives.

Small and midsize law firms often like to indoctrinate young lawyers into marketing efforts sooner. After all, everyone at a boutique firm is a potential salesperson when out and about. There is a little more pressure to put you in a position to generate opportunities.

Published on: July 8, 2016

LP Magazine – A Business Development Coaching Clinic: Culture Beats Scheme

by Micah Buchdahl

LPM_JA16_1FrontDepts 3.indd As National Football League coach Chip Kelly begins his first training camp with the San Francisco 49ers, my column in the July/August 2016 issue of the ABA’s Law Practice Magazine, A Business Development Coaching Clinic: Culture Beats Scheme, seems quite timely.

Much like many law firm BD coaching efforts, I wonder if Coach Kelly—who I believe is a smart guy, as are many of the attorneys I’ve coached—will make the necessary adjustments to learn from his past failings (and past successes). Unfortunately for me, his failings came with the Philadelphia Eagles, where I am a season ticket holder, as opposed to the Oregon Ducks, in which I have no personal allegiance.

The column looks at the heavy investment of time and money many law firms put into “coaching,” often with lukewarm results. I talk about the all-star attorneys—the rainmakers—that already know what they are doing. And the process that needs to be undertaken to make these efforts pay off.

Published on: May 9, 2016

Small Firms Look to Attract Middle Class with Flat Rates

by Micah Buchdahl

When I chatted with The Legal Intelligencer’s Lizzy McLellan about Small Firms Look to Attract Middle Class With Flat Rates (TLI, May 6, 2016), she asked me about a law firms’ initiative that touted (in a press release) an original and unique attempt to target the middle class through the firm’s website. Unfortunately, I may have burst her (and that firms’) bubble when I said there was little unique about the website offering and less original about using the Internet to target this massive potential audience.

But it did get us talking about how much of a role the Internet has played in providing legal services options to middle-income individuals and families when it comes to estate planning purposes and related consumer-driven practice areas. I also noted that services from entities such as LegalZoom, Rocket Lawyer and Avvo often were competing with them, although in many instances, they are funneling work back to the same lawyers through various marketing initiatives.

For law firms, success on the web is driven by the power and credibility of their websites, paired with a combination of organic search results and paid online advertising–often a combination of both. But you can expect to spend on quality Search Engine Optimization (SEO) to win the battle of reaching your target audience. Make no mistake, I sit with law firms that are only targeting high wealth or possibly only targeting low wealth (more about quantity in numbers than quality of a matter).

Published on: May 5, 2016

LPT: Client Retention–It’s All in the Listening

by Micah Buchdahl

Perhaps it is sad to think that customer or client service has gotten so bad of late that highlighting those that do it well should not be necessary, but it is. So many companies send us off to automated web and voice mail systems, force us to chat with folks half way around the globe that can’t speak the language too well and are flummoxed when forced off script, or in some cases show they simply don’t care. Where I live, Comcast’s monopoly means that no matter what happens I’m still a customer. When disgruntled with some experiences on Priceline, I simply took my business elsewhere. And in most cases, law firm clients can choose to do the same.

So when the service you receive is particularly personalized, attentive and caring, you practically go into shock. In serving as an issue editor for the Marketing-themed April 2016 edition of Law Practice Today (LPT), I contributed a feature story on Client Retention–It’s All in the Listening, which reminds us attorneys just how simple it can be to provide the type of client service that is both memorable and ensures repeat business. Taking some of my favorite personal recent examples–Kimpton’s Monaco chain for hotel travel, my long-time dentist Dr. Robert Marchinek, and two of the top Philadelphia restaurants in Bibou and Helm, I show how some simple listening and responsiveness goes much further than any sophisticated business development game plan can. It is all in the listening. See where you might fall in comparison to knowing the “personal” side of your clients.

With nearly 18 features and columns, the marketing issue of LPT is full of great ideas. In gathering articles for the issue, I thought about what I wanted to hear about and from whom. So I hit up some of the leading experts in the business to teach me something.