legal industry

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25 Jan: How to Empower Law Firm Marketing and Business Development: 6 Strategies from John Remsen, Jr.

There’s little question that today’s law firms need to build successful marketing and business development teams to drive revenue. But it doesn’t stop there. Law firm leaders must also create an environment that empowers them to excel.

We recently spoke with John Remsen, Jr., President and CEO of The Remsen Group, about how law firms build successful marketing departments. John’s insight is based on decades of helping law firms develop and implement long-term strategic marketing and business development objectives. In this post, John deliveries six strategies for empowering your business development and marketing teams.

1. Educate your firm.
Make…

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15 Nov: Yes, It Is Possible for Law Firms to Succeed with Cross-Selling

Most lawyers view cross-selling the same way millennials view social security. They realize it’s intended for the greater good, but the personal benefits are unclear, and they sure aren’t going to contribute more than what’s required.

Let’s suppose for a second that lawyer pay was determined purely by profit sharing. Now the personal benefits of cross-selling become clearer because the data overwhelmingly supports it.

Cross-selling proven to increase revenue, service efficiency and loyalty

BTI Consulting Group found that the typical law firm has about 23% of the potential business it could be receiving from a top client, and that…