Resources related to Marketing and Business Development

2020 - Managing through the Coronavirus Crisis Articles

Date   Title Author(s)
November 17, 2020   Have Law Firms Stepped Up for Clients During the Pandemic? Altman Weil, Inc.

Business Development Webinars

Date   Title Author(s)
May 2, 2012   A Strategic Approach to the Proposal Process Daniel J. DiLucchio, Jr.
James S. Wilber
March 3, 2016   Retaining Key Clients When Partners Retire Alan R. Olson
March 17, 2009   Turning RFPs into New Business James S. Wilber

Law Firm Surveys and Reports

Date   Title Author(s)
July 9, 2018   Differentiation and Client Demand: Law Firms in Transition 2018 Thomas S. Clay
February 10, 2012   What Do Clients Think About Law Firm Marketing? Daniel J. DiLucchio, Jr.
James S. Wilber
January 3, 2013   Why Clients Choose Law Firms Daniel J. DiLucchio, Jr.

Marketing Articles

Date   Title Author(s)
January 1, 2003   A Sales Director at My Firm? Debra L. Rhodunda
April 1, 2000   Are You Delighting Your Clients? Debra L. Rhodunda
September 1, 2006   As The World Turns: What Generational Differences and the Changing Marketplace Mean for Lawyer Marketing Maric M. Krufka & Virginia G. Essandoh
May 13, 2019   As You Start, Re-Start or Review Your Marketing and Business Development, Where Do You Begin? Alan R. Olson
January 1, 2001   Associates: An Untapped Marketing Resource Charles A. Maddock
May 1, 2000   Branding for Law Firms: What is it and Can it Create Competitive Advantage? James S. Wilber
December 1, 2001   Can Marketing Survive? Charles A. Maddock
June 1, 2003   Client Surveys: Be an Informed Consumer Marci M. Krufka
November 5, 2015   Creating a Cross-Serving CultureShift: Book Review David H. Freeman
February 6, 2015   Cross-Selling: Working Together to Get More Work From Existing Clients David H. Freeman
March 2, 2006   Does Your Law Firm Have a Marketing Culture? Charles A. Maddock
April 24, 2008   Finding the Win-Win in the Law Firm Client Relationship Charles A. Maddock
September 1, 2003   Fundamentals of Practice Group Marketing Plans Debra L. Rhodunda
May 1, 2005   Good Times Call for Great Marketing Charles A. Maddock
April 1, 2003   How Clients Choose Charles A. Maddock
October 1, 2004   Is Your Firm Really Marketing? Charles A. Maddock
March 1, 2007   Keys to Key Client Marketing Alan R. Olson
February 1, 2000   Law Firm Branding: Is It Working? Charles A. Maddock
October 1, 2004   Maximizing Existing Client Business Michael C. Ross
September 7, 2012   Practice Groups Leaders’ Roles in Business Development David H. Freeman
October 1, 2003   Put Your Money Where Your Mouth Is On Client Service Marci M. Krufka
January 1, 2000   Strategic Planning for Marketers Charles A. Maddock
January 1, 2004   Ten Marketing Tips to Rejuvenate Your Plantiff's Practice Debra L. Rhodunda
September 1, 2002   Thanks for Asking - Client Surveys Charles A. Maddock
April 1, 2004   The Firm's Role in Associate Marketing Debra L. Rhodunda
February 5, 2016   The Top 5 Things To Do For a Great Year in Marketing and Business Development Marci Krufka Taylor
April 1, 2005   Time or Money: Which Works Best? Charles A. Maddock
July 1, 2002   Using Matrices To Enhance Marketing Alan R. Olson
September 10, 2018   What Can Law Firms Do to Win New Business? Thomas S. Clay
James D. Cotterman
Alan R. Olson
James S. Wilber
October 1, 2008   What's the Real Cost of Responding to RFPs? Charles A. Maddock
October 1, 2007   When the Big Dogs Come to Town Charles A. Maddock
April 1, 2004   You Can Market a Litigation Practice Charles A. Maddock
September 1, 2015   Your Marketing Scorecard – Branding Marci Krufka Taylor

Marketing Tools

Date   Title Author(s)
May 1, 2005 Client Survey Methodology Matrix
April 1, 2004 Individual Lawyer Business Development Plan
November 1, 2004 Law Firm Business Development Model
July 1, 2004   Ten Techniques for Relationship Building Debra L. Rhodunda

Practice Group Webinars

Date   Title Author(s)
July 14, 2009   Developing a Thriving Practice Group Thomas S. Clay

Practice Groups Articles

Date   Title Author(s)
September 1, 2003   Fundamentals of Practice Group Marketing Plans Debra L. Rhodunda
September 7, 2012   Practice Groups Leaders’ Roles in Business Development David H. Freeman

Strategy and Management Articles

Date   Title Author(s)
February 1, 2007   Keys to Building Key Clients, The "Key Client" Principle Alan R. Olson
April 1, 2007   Transitioning Key Clients Alan R. Olson
September 10, 2018   What Can Law Firms Do to Win New Business? Thomas S. Clay
James D. Cotterman
Alan R. Olson
James S. Wilber

Strategy Webinars

Date   Title Author(s)
October 2, 2018   Competing for Clients: A Strategic Reset Thomas S. Clay
March 3, 2016   Retaining Key Clients When Partners Retire Alan R. Olson

Succession Planning Articles

Date   Title Author(s)
April 1, 2007   Transitioning Key Clients Alan R. Olson

Survey Excerpts

Date   Title Author(s)
May 1, 2005   Despite Emphasis on Marketing, Little Growth in Actual Spending Survey of Law Firm Economics
November 17, 2020   Have Law Firms Stepped Up for Clients During the Pandemic? Altman Weil, Inc.
October 1, 2004 Hiring (and Firing) Outside Counsel - Charts from Law Department Management Benchmarks Survey Law Department Management Benchmarks Survey
February 10, 2020   Law Firm Improvements and Innovations Altman Weil, Inc.
March 9, 2018   Why Do Clients Switch Law Firms? Chief Legal Officer Survey 2017

Trends in Law Departments Articles

Date   Title Author(s)
November 1, 2011   Do You Speak Business-ese? Michael C. Ross
November 17, 2020   Have Law Firms Stepped Up for Clients During the Pandemic? Altman Weil, Inc.

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