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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

ASK QUESTIONSPLEASE, 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

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

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

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

Administration

Technology

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

Internal

Meetings

Newsletter / Intranet

Information source

Firm Retreat

Make Your Managing Partner Look Good


Make your managing partner look good1

External

Firm events

Boards and Committees

Speeches

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

Intranet

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 TheRemsenGroup.com

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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