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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

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

    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

  • 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


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 QUESTIONSPLEASE, ASK QUESTIONS


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


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


Strong, Committed Leaders


Planning and Implementation


Open Communication


Sharing and Teamwork


Good at Cross-selling


Subjective Compensation System


Succession Plans


Diverse Client Base


Lots of Rainmakers


Capable Administrative Team


Willing to Make Tough Decisions


WHAT SHOULD FIRM LEADERS DO?


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


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


Job Description


Exit Strategy


Most Valuable Contribution


Where Time is Spent


How They Learn


Most Pressing Issue


Best Way to Improve Profits


Strategic Plan


If Yes, Does It Guide Decisions?


Does Planning Improve Profits?


Does Your Firm Measure Client Satisfaction?


TIPS FOR MARKETERS AND ADMINISTRATORS


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


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


Firm-wide strategic plan

Practice group plans

Individual lawyer plans

Client succession plans

Leadership succession plan

Embrace and Encourage the Planning Process


Administration

Technology

Marketing and business development

Recruiting and retention

Non-billable time

Encourage Investment in Your Firm’s Future


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


Internal

Meetings

Newsletter / Intranet

Information source

Firm Retreat

Make Your Managing Partner Look Good


External

Firm events

Boards and Committees

Speeches

Media relations

Vanity lists

Make Your Managing Partner Look Good


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


Internal meetings

Intranet

Internal newsletter

Firm retreats

Teams and groups

Promote Internal Communication


By client

By industry

By practice area

By office

By lawyer

Tune In to Profitability


Marketing Tip of the Month

Articles and White Papers

Go to TheRemsenGroup.com

Subscribe to The Remsen Report


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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