WHEREAS...
1. Marketing has always been a bit of a mystery to many lawyers…
2. In most work types competition for work in the Profession is definitely hotting up…
3. Profit margins in many law firms, after reasonable principal salaries, vary from "not great" to "non-existent"…
4. Cashflow is slowing down in many law firms…
5. For some types of work and some types of clients the Web is already a huge source of work, and it's growing...but for other firms marketing involves a whole different mix of activities...
NOW THEREFORE…
6. It behoves lawyers, principals especially, to quickly get a better handle on what works in marketing the particular areas they want to keep working in and what doesn't...
7. It behoves lawyers to better understand how to think about marketing, how to put plans in place, and how to monitor outcomes against investment of time and money…
8. If there are opportunities on the Web in the areas they desire to work, firms need to research properly and execute properly for decent outcomes…
Recent real-life example…
A small regional firm that has had two attempts at Search Engine Optimisation (SEO) for their website in recent times with what they say are "disappointing" results…
On further investigation, the same firm has a very poor website…
Digging deeper, the firm knows this and has retained website designers to design a new website, but nothing has yet progressed further because the management team don't like either of two suggested designs much…
The money spent on SEO has been wasted!
Problem…SEO won't have much benefit at all if the website content provides little of use to visitors who arrive there. To some extent design is important, but not nearly as important as the information content on the site…
Practical short-term strategy…get really good content up on the firm's existing site, easy to find, in lay language, and then closely monitor site traffic and enquiries flowing from that.
This simple step can be taken with or without further SEO.
NB If you're serious SEO is an ongoing commitment...
Properly executed this strategy should produce additional work while work to improve the site as a whole progresses in parallel…
REMINDER…please excuse us adding this reminder if you’ve already registered or cannot get there…
New KMS Seminar Series… 4 X 4 CPD Practice Management and Business Skills...4 key subjects…one hour each…Brisbane, Sydney, Melbourne…
One of the features of a blog from the writer’s point of view is that the various statistics automatically generated for you include a clear listing of what blog posts are proving most popular with visitors…
This has enabled me to again pinpoint four topics of great interest to lawyers for this new KMS seminar series…
Alternative Billing Models…
Effective Engagement Management and Credit Control...
How to ensure proper productivity from your staff...
Modern Marketing for Lawyers that works...
There is a very robust debate in the profession about alternatives to billing by the hour, and getting the alternatives right has a huge potential impact on your profit, so this is an area you need to be investing time in and upskilling fast…
Getting Engagement Management right enables you to bill more and collect on time, improving profit, improving cashflow, and returning fun back into your practice! Importantly a proper process can make sure you do not engage some potential clients at all, drawing a line in the sand they must not cross and freeing you from the nonsense they will bring you so you can look after those who deserve you!
One major failing of most lawyers that seems to continue to be hard-wired in at birth is a tendency to work ridiculously hard while allowing “Rome to burn” in terms of poor to non-existent staff management in the area that really matters…proper productivity…instead of good staff making you money, and increasing the fun from your firm, they can so easily cause you immeasurable grief…even the better ones on your team!
Again, proven systems and a little courage drawn from those systems and the successes of others are the answer…
In my long experience Marketing is a mystery to most lawyers…expensive, time-consuming and no clear cause and effect to draw satisfaction from…
In fact many of the problems are caused by lawyers putting far too little time into understanding how Marketing works best for lawyers in the various areas of service you wish to grow, and little effort into tracking results, so the outcome is often apparently poor results that are not even truly clear…discouraging lawyers from pursuing the right paths going forward…
Meantime there are some superb efforts going in from selected firms around Australasia and they are getting the growth in work and profits that is warranted by the quality of their effort…these fast-growing firms are not getting there by luck...there is a lot to learn from them as the demographic changes in much of your potential client base…
Firms that want to remain in the game simply cannot afford to continue standing on the sidelines as mystified observers…here’s the chance to hear what’s going on and discuss how you can get properly engaged in arranging better outcomes for your own firm…
Who should attend?
Practice Managers, Managing Principals, Office Managers, Principals, Marketing Professionals, Associates and any employed lawyer interested in understanding how to make themselves more valuable to the firm and progress their career…
When and Where?
In Melbourne, Brisbane and Sydney…
See dates for each city below…
Your investment comes with the usual KMS unconditional money-back guarantee...
I’ll lead the discussions, and there will be ample time for full involvement by all participants…
It will be powerful and beneficial for you...as usual, for the last 24-plus years, I fully guarantee it!
If you aren’t delighted you attended the session…just e-mail me before the end of the next business day and give me an opportunity to understand why…if I can’t fix things totally for you promptly I will refund your entire investment immediately…so you have absolutely nothing to lose…and lots of extra disposable income and peace of mind to gain from the seminar...key elements in your satisfaction levels for the rest of your practising career!
What do your peers, recent attendees, say about KMS seminars and workshops?
Testimonials…
Dear Rob,
Thank you for an informative and effective seminar yesterday. I appreciated your straight talking and no B.S. approach. I will be applying much of what was covered in my practice.
Good morning Rob…Many thanks for yesterday afternoon. I was delegated to attend by my partners to see if you had any new answers to our old problems and you certainly do! I made copious notes and will be in touch after I discuss them with my partners. Thanks again…best wishes ###
Hi Rob...I thoroughly enjoyed yesterday’s seminar and I am looking forward to implementing the key points you highlighted... Auckland Practitioner
Hi Rob... I was very pleased with the return on our ‘investment’ in your seminar and heard much that was helpful and relevant to our firm – all delivered in a clear and straightforward manner. Thank you...Auckland Practitioner
Hi Rob, It was great to meet you at the Auckland seminar yesterday and of course to spend some more time over lunch. ### and I have agreed that we should immediately subscribe to your newsletter and I have done that already via the website. We have both talked briefly to the staff solicitors in our team regarding various aspects and will put in place as many of the tips as we can over the next few days.
Dear Sir, Many thanks for your very insightful and informative seminar yesterday.
It was a pleasure to attend. Regards T. Brisbane Seminar
I wanted to send you a quick note to say how much I enjoyed the seminar yesterday! Sydney practitioner
Hi Rob, Thank you for an excellent presentation. As a result of attending your seminar yesterday we have already put together a draft action plan incorporating many of the ideas and systems that you have suggested. We realise that transforming our firm will be a "work in progress" and look forward to working with you in the future. Please forward a copy of your presentation notes. Thanks and Regards. Queensland practitioner
“Thank you for an informative seminar yesterday. Plenty of good ideas for our fee earners to put into practice. I would be grateful if you could email me a copy of the seminar notes. ” Melbourne lawyer.
Hi Rob…I was at Tuesday’s seminar and it was excellent… Sydney practitioner
Many thanks for a very interesting morning. ### has already started to get rid of the time wasters and 'dogs' - something I have been trying to get him to do for the last six and half years.
Cheers Melbourne Seminar
Dear Mr. Knowsley, I enjoyed your seminar today as I mentioned to you at its conclusion.
Could you please forward the notes through to my office. I will contact you shortly to arrange a meeting, possibly in Sydney.
Kind Regards ### Managing Partner Gold Coast
Thank you for your terrific seminar in Melbourne on Thursday morning. I am quite excited about some of the concepts which we discussed, Melbourne practitioner.
Dear Rob... I am working on my priorities, honed from yesterday’s worthwhile seminar. A few were actioned yesterday! Sydney practitioner.
Seminar Times: 1.00pm-5.30pm... all venues
1.00-2.00 Alternative Billing Models...
2.00-3.00 Effective Engagement Management and Credit Control...
3.30-4.30 How to ensure proper productivity from your staff...
4.30-5.30 Modern Marketing for Lawyers that works...
Venues: TBA… All CBD locations as usual in Melbourne, Brisbane, Sydney…
Your Investment... AUD $435 per person...plus GST...two people just $640 plus GST…three people just $895…plus GST…
NB…more than three per firm, please email for a tailored quote…
Your Early-Bird discount... SORRY EARLY-BIRD PERIOD HAS ENDED…You can assist our planning and save your firm $100 plus GST by registering and paying by 5pm Friday 20th April 2012!!
Your free consulting time included…Your investment also covers up to two hours free consulting time for you and your firm with me on the telephone/by email over the ensuing six months...or if I am to be in your region with consulting work I will arrange to meet with you at your office or other location convenient to you…
I trust this new seminar is of the same interest to you that these topics are for readers of my blog, http://lawfirmprofit.blogspot.com and look forward to seeing you there...
Australian practitioners…Your IMPORTANT CPD Points...The long-lasting benefits you will obtain from the seminar will make CPD points pale into insignificance, but if as an additional benefit you want to earn CPD points for this seminar and the free one-on-one consulting, your State Rules should allow you to claim 4 points for the seminar and 2 points for the ensuing 2 hours consulting training in practice management and business skills…
Please just click below on the date and location of the seminar you are interested in attending... and we will contact you with the Registration form, including payment details...
If you have team members who are interested in seminars in different cities please click each relevant date and location and a separate email will be generated to us…
Brisbane
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Sydney
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Melbourne
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Warm regards,
Rob Knowsley LL.B. MIMC - Principal Consultant
Member, Institute of Management Consultants
Blog: How To Manage Small-Medium Law Firms Well
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