If you have trouble viewing this message, please click here.

Facebook  Share            Twitter  Tweet            Google Plus  +1            Linkedin  Share            Linkedin  Pin

The Specialists in Law Firm Marketing
ABOUT US                OUR SERVICES                CONTACT US

July 2019

How to Engage Personnel in
New Business Development

Boost Revenues with More Involvement

Business Development

If your firm would like to grow, significant revenue growth may require more of your personnel to become involved in marketing. For example, if you'd like to grow by 10-15% over the next year, perhaps your firm can no longer depend on a limited number of partners to generate all the business; they just don't have more capacity - others in the firm have to contribute!

So, what can your firm do to help ensure success? How can the time and efforts of those involved in your business development (BD) be maximized? These questions are faced by our clients on a regular basis. Here are some ideas to help your firm:

Equip Your Attorneys for BD Success
It is safe to say that no lawyer went to law school so that he/she could learn how to do business development. In fact, most lawyers have never had an undergrad or law school class in marketing, much less formal training in how to generate new business.

Look at it this way - your lawyers are intelligent, highly educated and accomplished professionals, so if they are asked to pursue a new area in their professional life (i.e., BD), they will want to be equipped for success. Yet most firms do nothing to help their lawyers to be successful in BD, besides allowing expense accounts and encouraging success with some level of reward. But this still does not address the issue of preparing your attorneys with professional BD training.

So, is it any surprise that many lawyers avoid BD? They would much prefer to be evaluated on their legal expertise, which they've been trained to do, instead of being rated on BD success without any level of training. Even if their performance is affected by BD results, don't you really want them to have success in it?

These key steps can be your secret to success …


Mergers & Acquisitions Consulting

Service Profile of the Month

Business Development Training

If your firm is considering a merger, marketing is obviously a critical area to evaluate for the deal to work. How will you retain clients? What are the best methods to maximize the PR value? How can you effectively combine the unique branding and positioning strengths of each entity? How can you maximize sales opportunities? These and many other questions need to be effectively managed.

The Specialists in Law Firm Marketing, founded 1991, has served law firms of all sizes (from large regional firms to small local practices) across the country. Over the decades, we have helped numerous clients with mergers and acquisitions. Our experience in this field has proven critical to the successful mergers of law firms of all sizes, from some of the largest firms in California to solo practitioners. As the Director of Marketing for Deloitte, Orange County's largest professional services firm, our founder Kevin W. Brown, M.B.A. was involved with several mergers. Prior to Deloitte, Kevin worked for Geneva Companies, the largest middle-market M&A firm in the country. He also has experience in commercial banking with Bank of America, working as a corporate banking officer and financial analyst serving clients with loans from $1-200 million.

This depth of in-house expertise, combined with decades of serving law firms, makes The Specialists in Law Firm Marketing unique in our ability to assist law firms with their M&A needs. Since most law firms have limited experience in acquiring other firms, our experienced guidance is crucial instead of "learning from scratch" the myriad issues that are encountered in M&A.


  • Transition Planning
  • Branding and Positioning
  • Client Communication
  • Public Relations and Publicity
  • Service Integration Marketing
  • Business Development Tracking for Compensation Purposes
  • Marketing Budgets and Planning
  • Marketing Materials
  • Digital Marketing
  • Advertising
  • Referral Source Integration
  • Professional and Trade Organization Planning

Contact us if your firm needs help with a merger or acquisition.

Speaking Engagements

Does your organization need a speaker for an event in 2019? If so, contact us for a "Speaker Package" to see if Mr. Brown is available. Topics include:

  • CLE Presentations on Ethics
  • Marketing Strategy
  • Internet/Digital Marketing
  • Business Development
  • Branding
  • Advertising, Publicity and Public Relations

Specialists in Law Firm Marketing
        Facebook   Linkedin Copyright 2019
The Specialists in Law Firm Marketing.
All rights reserved.