Yearly Archives: 2009

Home/2009

PSF marketers’ best weapons for leading change? Facts and Data!

During my two weeks of moderating a discussion about the future of law firm marketing on Martindale-Hubbell Connected, I posed a survey question: "What is the most difficult barrier you face in leading autonomous professionals to accept forward-thinking M & BD changes?" Although we did not have an overwhelming response, the results support what many

Are law firms responding to the marketplace?

Two weeks ago, I re-opened two polls to participants of Martindale-Hubbell Connected. Because we only received a few replies, I aggregated the results from those we collected at the 2009 Marketing Partner Forum. Here is a chart featuring the results from seventeen respondents to the "Barriers to Marketing and Business Development Effectiveness" poll.  There were four choices. Two

More evidence: marketing and sales are disconnected

I just read the summary of findings from a recent ITSMA study on sales enablement in B2B technology companies. They wrote: . . . of the companies we surveyed, just 16% have shared metrics between sales and marketing. Worse, only 25% of companies said that their marketing and sales groups even have an understanding of each

Join our discussion on the future of legal marketing

I'm continuing to moderate a discussion on the future of legal marketing at the new Martindale-Hubbell Connected online community. I've just posted four parts of a discussion I started last week with my esteemed friend Bruce Marcus. Take a look below, then add your voice to the Martindale-Hubbell Connected discussion.  (If you haven't registered for this closed community, just follow

The courage to restructure

My discussion this week -- at the new Martindale-Hubbell Connected online community -- is on the future of law firm marketing. In my new book, The Integration Imperative, I made several points that the future competitive success for a law firm -- or any professional service firm -- will require management changes in a truly systemic

The future of law firm marketing? Change!

I'm continuing to moderate a discussion on the future of legal marketing at the new Martindale-Hubbell Connected online community. Take a look at my second post, focusing on how marketers and business developers can lead autonomous professionals toward future-oriented changes.  As a way to stimulate discussion, I opened up our online poll about the barriers that exist when trying to

Join my “effectiveness” discussion on Martindale-Hubbell Connected

This week, I'm moderating a discussion on the future of legal marketing at the new Martindale-Hubbell Connected online community. Take a look at my first post, focusing on the critical issue of improving marketing and selling effectiveness. As a way to start the discussion, I opened up our online poll about the barriers to professional

The cobbler’s children

We've all encountered the cobbler's children syndrome. When I am in a paid consulting relationship, I find it relatively easy to name this situation. After all, isn't that one of the reasons why I've been hired by my clients? But what if you encounter glaring examples of the cobbler's children syndrome, and you can't say anything about

Professional service marketing in Asia

It's a sign that a sector is maturing when someone begins to study and write about it -- in this case, professional services. It's a better sign when someone looks at that sector by geography -- in this case, Asia.  But it's an even stronger sign of the significance of the sector when someone begins to look