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John Remsen, Jr. President – TheRemsenGroup. Concrete Ways to be More Effective as a Law Firm Marketer (aka “What Keeps Managing Partners Awake at Night”). About TheRemsenGroup. Work exclusively with law firms Consulted with over 150 firms since 1997 Marketing Plans, Firm Retreats

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John Remsen, Jr. President – TheRemsenGroup

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John remsen jr president theremsengroup

John Remsen, Jr.

President – TheRemsenGroup

Concrete Ways to be More Effective as a Law Firm Marketer(aka “What Keeps Managing Partners Awake at Night”)

About theremsengroup

About TheRemsenGroup

  • Work exclusively with law firms

  • Consulted with over 150 firms since 1997

  • Marketing Plans, Firm Retreats

    Client Feedback Programs, Recruiting Staff

  • In-house at two larger commercial firms

  • Frequent speaker and author

  • LMA Chapter President, National Board

  • ABA Law Practice Management Section

About the managing partner forum

About The Managing Partner Forum

  • Twelve (14) Forums since 2002

  • Florida, Texas, Southeast, Midwest

  • 500 participants from 425 law firms

  • High level participants

  • Maximum peer interaction

  • State and regional focus

Today s session

Characteristics of Successful Law Firms

Highlights from 2007-08 MPFs in FL, MW, SE

What Firm Leaders Should Do

Highlights of 2006 MPFs in FL, SE, TX

How Marketers & Administrators Can Help

(no doctor’s prescription required!)

Today’s Session

Ask questions please ask questions


2007 08 mpf survey highlights

Forums in Fort Lauderdale, St. Louis and Atlanta

Audience participation technology

160 survey participants

Firms with 10-2,200 lawyers

60% had more than 50 lawyers

2007-08 MPF Survey Highlights

Characteristics of today s most successful law firms how does your firm measure up

Developed list of characteristics of successful law firms

Based on research conducted by Brand Research and Greenfield Belser

Asked Forum participants to rate how their firms performed on a 1-5 scale

Characteristics of Today’s Most Successful Law Firms:How Does Your Firm Measure Up?

Clear vision among shareholders

Clear Vision Among Shareholders

Strong committed leaders

Strong, Committed Leaders

Planning and implementation

Planning and Implementation

Open communication

Open Communication

Sharing and teamwork

Sharing and Teamwork

Good at cross selling

Good at Cross-selling

Subjective compensation system

Subjective Compensation System

Succession plans

Succession Plans

Diverse client base

Diverse Client Base

Lots of rainmakers

Lots of Rainmakers

Capable administrative team

Capable Administrative Team

Willing to make tough decisions

Willing to Make Tough Decisions

What should firm leaders do


Lawyer personalities

Lawyer Personalities

  • Hate change

  • Risk averse

  • Highly skeptical

  • Love autonomy

  • Averse to social intimacy

  • High sense of urgency

    Source: Altman Weil - Caliper Profile

It s lonely at the top


2006 mpf survey highlights

Forums in Atlanta, Palm Beach and Dallas

Audience participation technology

90 survey participants

Firms with 10-1,500 lawyers

43% had more than 50 lawyers

88% projected “moderate” to “aggressive” growth

2006 MPF Survey Highlights

Percentage of time in mp role

Percentage of Time in MP Role

Job description

Job Description

Exit strategy

Exit Strategy

Most valuable contribution

Most Valuable Contribution

Where time is spent

Where Time is Spent

How they learn

How They Learn

Most pressing issue

Most Pressing Issue

Best way to improve profits

Best Way to Improve Profits

Strategic plan

Strategic Plan

If yes does it guide decisions

If Yes, Does It Guide Decisions?

Does planning improve profits

Does Planning Improve Profits?

Does your firm measure client satisfaction

Does Your Firm Measure Client Satisfaction?

Tips for marketers and administrators


Be a passionate and committed firm leader

Get a job description

Learn from other firm leaders

Invest the necessary time

Lead by example

Find and mentor your successor

Be a Passionate and Committed Firm Leader

Initiate change necessary for long term success and prosperity

Tackle the tough issues

Find and showcase precedent

Build consensus among the key partners

Pick your battles carefully

Initiate Change Necessary for Long-term Success and Prosperity

Embrace and encourage the planning process

Firm-wide strategic plan

Practice group plans

Individual lawyer plans

Client succession plans

Leadership succession plan

Embrace and Encourage the Planning Process

Encourage investment in your firm s future



Marketing and business development

Recruiting and retention

Non-billable time

Encourage Investment in Your Firm’s Future

Bring relevant information to the attention of firm leadership

Law firm economic data

Trends in the profession

Articles and White Papers

Competitive Intelligence

“Heard on the Street”

Bring Relevant Information tothe Attention of Firm Leadership

Make your managing partner look good



Newsletter / Intranet

Information source

Firm Retreat

Make Your Managing Partner Look Good

Make your managing partner look good1


Firm events

Boards and Committees


Media relations

Vanity lists

Make Your Managing Partner Look Good

Develop and implement a client feedback program at your law firm

Client site visits (lawyers)

Formal client audits

Post engagement questionnaires

Bring clients into the firm

Develop and Implement a Client Feedback Program at Your Law Firm

Promote internal communication

Internal meetings


Internal newsletter

Firm retreats

Teams and groups

Promote Internal Communication

Tune in to profitability

By client

By industry

By practice area

By office

By lawyer

Tune In to Profitability

Subscribe to the remsen report

Marketing Tip of the Month

Articles and White Papers

Go to

Subscribe to The Remsen Report

John remsen jr president theremsengroup1

John Remsen, Jr.

President – TheRemsenGroup

Concrete Ways to be More Effective as a Law Firm Marketer(aka “What Keeps Managing Partners Awake at Night”)

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