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It is not uncommon for me to ask an attorney what the ROI is for each lead source and get a blank stare. Whatever your “spend” is for a lead source, determining just what your return is on each spend can mean the difference between a strong sales funnel and one that is draining your […]
While many entrepreneurial attorneys have no desire to share the captain’s seat, sometimes my clients start tossing around the idea of partnerships. Usually, something happens to prompt the discussion — such as having a longtime associate begin seeking a partnership or mulling the idea of diversifying into another business. As with any business situation, the […]
When your business systems are fixed and your law firm is working like the factory you knew it could be, what’s next? When you are an entrepreneurial type of business owner, you are always going to have this little “problem” of wanting to build another factory. There’s no use in pretending it ain’t so, because […]
If each NEW customer is worth more money to you, you may be willing to spend more money to acquire customers. That’s a no brainer, right? To find your new customers, you may be willing to spend more and send more. When you send out more mailers to even more in your target audience, you […]
If the person writing your paycheck was dyslexic, and is repeatedly transposing numbers, you would check the numbers every pay period, wouldn’t you? Of course you would. Being paid $5200 is a lot different than $2500, isn’t it? Of course it is! Being acutely aware of your firm’s marketing key performance indicators is equally as […]
Which scores should you watch to win? Everyone knows I am a marketing guy with his eye on the numbers. What good is the game if you don’t know what’s winning you points and what isn’t? But exactly which scores should you be watching in your law firm each day, week, month and year? Here […]
I remember when I was growing up, potato chips in Pennsylvania were a religious experience. Utz was a regional brand of potato chips that bore no resemblance to the national brands of chips such as Lay’s. They came in foil bags that kept them crispy and fresh, and I don’t know what they did them […]
Everyone loves a good compliment. It just feels great when someone tells you how you made their life better or that you just look MAHVELOUS! For business, especially today in this social economy, reviews DO matter and are more than just a “feel good” opportunity. They can be a referral-generating engine and free positive advertising. […]
Did you ever notice that almost every training session you attend about being successful begins with a phrase that says something about making a plan or planning? Plans are necessary tools for creating the kind of success that grows, evolves and creates new opportunities for growth, no doubt about it. Yet, many entrepreneurs fall into […]
Cloud used to mean a white fluffy puff of vapor in the sky or something distractions did to block better judgment. But today, “cloud” has become a term we hear every day with reference to how individuals and businesses store their data and run their computer applications. The days of investing in larger hard drives […]
I was working with a client who has built a very nice practice for himself. However, he seems to consistently struggle with staff turnover and lack of company morale. Upon an exit survey from a key staff member, he found a rare moment of honesty. His staff told him flat out “you have no systems […]
Here’s an autobiography that I believe puts a fine tip on the point I’d like to make. Chapter 1: I walk down the street. There is a deep hole in the sidewalk. I fall in. I am lost … I am helpless. It isn’t my fault. It takes forever to find a way out. Chapter […]
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