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Panel Discussion:. No longer can the Legal Industry do without Marketing Nick Eastwell, Kinstellar. No longer can the Legal Industry do without Marketing. True or False? The “Anglo-Saxon” approach Marketing efforts are wasted!. No longer can the Legal Industry do without Marketing.

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Panel discussion

Panel Discussion:

No longer can the Legal Industry do without Marketing

Nick Eastwell,Kinstellar


No longer can the legal industry do without marketing

No longer can the Legal Industry do without Marketing

  • True or False?

  • The “Anglo-Saxon” approach

  • Marketing efforts are wasted!


No longer can the legal industry do without marketing1

No longer can the Legal Industry do without Marketing

  • The Client’s perspective

  • Direct approach

  • Failure to follow-up


No longer can the legal industry do without marketing2

No longer can the Legal Industry do without Marketing

LAW FIRMS’ MARKETING MISTAKES:

  • Unfocused mailshots

  • Too pushy; hard sell

  • Not understanding clients’ needs

  • Cold calling

  • Trying to appear expert in field when not!

  • Talking and not listening


No longer can the legal industry do without marketing3

No longer can the Legal Industry do without Marketing

  • WHAT FORMS OF MARKETING ARE MORE EFFECTIVE?

    • Seminars

    • Arranging meetings

    • Newsletters

    • Conference speaking

    • Commissioning and publishing research

    • Websites


No longer can the legal industry do without marketing4

No longer can the Legal Industry do without Marketing

  • WHAT FORMS OF MARKETING ARE LESS EFFECTIVE?

    • Press coverage

    • Corporate hospitality

    • Directory entries

    • Brochures

    • Business event sponsorship

    • Advertising


No longer can the legal industry do without marketing5

No longer can the Legal Industry do without Marketing

  • WHAT IS THE BEST FORM OF MARKETING?

    • Do an excellent job

    • Build a strong reputation

    • Client recommendations


No longer can the legal industry do without marketing6

No longer can the Legal Industry do without Marketing

  • DEVELOPING A MARKETING STRATEGY

    • Proactive client retention and client generation culture

    • Training and personal development of lawyers

    • Client relationship management programme

    • Measuring client satisfaction

    • Effective RFPs

    • Cross-selling


No longer can the legal industry do without marketing7

No longer can the Legal Industry do without Marketing

  • The modern law firm conundrum

  • Branding

  • Marketing within the Legal Industry

    • Effective introduction

    • Joint pitching


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