© An article published on Solicitors Journal (UK) The method for cultivating your personal brand and meticulous attention to detail can prove to be differentiating factors. Having a method that can define and manage your persona...
Why do some lawyers win major clients while others, despite their technical competence, struggle to develop business? We tend to put it down to contacts, the firm’s prestige, business development skills or the time devoted to winning clients. Al...
Every advance in artificial intelligence raises an uncomfortable question for the legal profession: if all lawyers have access to the same knowledge and the same tools, why will a client continue to choose one lawyer rather than another? The answer w...
For decades, law firms have designed career plans to help lawyers become partners, yet they rarely have plans to help partners build the twenty most important years of their professional careers. Many partners between the ages of forty and fifty s...
The perception others have of us is, whether we like it or not, what can make or break us in our professional lives. However unfair it may seem, that is how reality works. Hence the pressing need to manage the lawyer’s social perception and, by ext...
The personal brand, “what you are hired for… or not”, is the real professional insurance. It consists of being able to develop our potential as lawyers and take control of our professional career, something that any competent and honourable law...
A lawyer without adequate commercial skills misses business opportunities. The ability to acquire new clients and cases is highly valued in law firms, alongside the competence to provide excellent legal and relational service to clients. Lawyers a...
“The ability to understand other people’s emotions reaches its full potential around the age of 40 or 50, and some individuals reach their peak in old age. ‘Crystallized intelligence,’ which reflects acquired knowledge and our capacity to rel...
"In Europe, law firms are the ones who build their brand, not lawyers, which is why your book is so interesting and relevant." These words come from a lawyer talking about my latest books, written with a humanistic approach: The Lawyer's personal bra...
Are you a competent lawyer, but you don't seem to get the right clients or think you can sell yourself? The legal market is full of good lawyers who are experts in preventing and resolving client issues yet are confounded when it comes to selling the...
What do lawyers need to do to reach their full potential? They need to stop working on autopilot and get out of their comfort zone. When you get out of the comfort zone, you can grow. Lawyers tend to make decisions according to present needs, they lo...
Family practices often experience a defining moment: the second-generation succession. This is a critical time, as the firm's growth, survival or decline is at stake. It is a similar process to that of small and medium-sized businesses. Th...
If the CEO’s direct role or responsibility is to “connect” the market with the firm, legal marketing, in the same way, acts as the link between the firm and its market. Election criteria for selecting a CEO The CEO or managing partner, whet...
Priorities and habits have a decisive influence on your professional life. What are your priorities? Whether it is to consolidate, boost or reorient your professional career or to improve your life balance, it is important to identify your prioritie...
"There is no favourable wind for the sailor who doesn’t know where to go." This well-known phrase by Lucius Annaeus Seneca reminds us of the need to know where we are going, of having a direction, a course. Both for the firm and for ourselves. It m...
What do you need to draw in better clients and cases? You need to be a better lawyer. That is the most authentic way. Better in matters that successfully distinguish you in the market and present you as an alternative for a type of client you...
“The greater the position, the greater the person must be” (Baltasar Gracián) A lawyer's or law firm's reputation, that is, the perception of excellence or prestige generally held of them, is based on their integrity, behaviour or perform...
Source: Book Legal Marketing: from a competent law firm to a competitive one. How to achieve it Sales make the world go around. Sales are what drive the economy and the leading companies in all sectors of the economy are those that know how to...
Personal branding involves knowing yourself and being aware of how others perceive you to know who you are, who you want to be and what you should improve and avoid doing. It involves managing the credibility you have in the market, your reput...
Source: Book Legal Marketing: from a competent law firm to a competitive one. How to achieve it Most firms limit themselves to being “deadline-meeters”: they receive a case and provide the required service. But these firms lack direction...
He who has a brand has a treasure. Our personal brand is the perception, impression or mark that we leave on others. It is our reputation. Everyone has a personal brand, but few people have a strong personal brand. Therefore, and more precisely: he who has a strong brand has a treasure.