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Recent Sales Articles |
Clients referred by word of mouth will produce more profit, stay longer with the firm, and have a longer customer lifetime, according to a new study "Referrral Programs and Customer Value" by professor Christophe Van den Bulte of the Wharton School.
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Smart law firms have a by-the-numbers process to determine when it will participate in an RFP, according to marketer Sarah Reavley. This is how to avoid corporate fee-fishing and efforts to keep the incumbent on their toes.
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New research shows that lawyers are working harder and have fewer resources. There are six trends affecting law departments that will lead to new work for private law firms. Follow Larry Bodine's five tips to capture this legal work.
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A new survey specifies exactly how important referrals are: referred work typically accounts for 26% of a US law firm’s income. To boost your incoming referrals, there are 5 tips a lawyer should follow.
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| Need-to-Know News |
Are you generating $3.33 for every $1 spent of marketing? Determine your marketing ROI with a formula including the sum of your advertising and referral fees paid, divided into your total revenue number, according to marketer Arnie Malham.
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The points that corporate general counsel like about their law firms lead to getting more business. These include offering alternative fees, having an effective website, going the extra mile, offering better rates and knowing the client’s business.
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| Legal Marketing Technology |
A quarter of US households has a smartphone that can view the Internet, and potential clients are using them to view law firm websites.
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Of the top 200 U.S. law firms, 96 now publish blogs, according to LexBlog Inc. That’s up from 39 firms in 2007. Blogs at McKenna, Long and Smith, Gambrell have been worthwhile investments.
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