Most law firms have too many practice areas. That’s the 10% or 20% of the caseload that most law firms maintain, that usually gives them the most trouble, and generates the least income. That’s the… Read More
Limited Scope: No, Your Law Firm Is Not Trying to Convert Every Client
There’s a famous scene in ‘Jaws’ that sort of predicts an obvious deficiency of the heroes, when Roy Scheider suggests, ‘You’re gonna need a bigger boat’. For sure, Americans love big things. The bigger, the… Read More
How to Talk to Legal Consumers Now, Underview: The Relationship of Legal Consumers to the Legal Industry
In our recent series about educating legal consumers for conversion, we reviewed the importance of being transparent with clients about fees (including the total cost of representation), clearly elucidating expertise (including in niche practice areas)… Read More
How to Talk to Legal Consumers Now, Part 2: Expertise
In this three-part series, we’ll discuss how lawyers should talk to today’s legal consumers across three primary areas of interest: money, expertise and the legal process. These are the categories in which legal consumers have the… Read More
How to Talk to Legal Consumers Now, Part 3: The Legal Process
In this three-part series, we’ll discuss how lawyers should talk to today’s legal consumers across three primary areas of interest: money, expertise and the legal process. These are the categories in which legal consumers have… Read More
99 Problems, But a Niche Ain’t One: Why Niche Practice Works So Well for Law Firms
It’s really hard to sell everything, unless you’re Walmart. And, when you’re Walmart, your whole thesis is that you sell everything cheaper than everyone else. Of course, that’s not a particularly great way to run… Read More
Singularity: The Importance of Selling One Thing
One of the reasons that general law practices, while satisfying the intellectual curiosity of attorneys, are nonetheless difficult to market is because it’s difficult to sell everything . . . unless you’re literally selling Swiss… Read More