Why Aren't Lawyers Getting Paid?

A recent LexisNexis survey of 309 U.S.-based law firms -- 75% of which were firms with less than 10 attorneys -- reports that 39% of a typical practice’s client accounts are past due. And of these past due accounts, only half are likely to be paid.

That’s a lot of cash flow down the toilet.

In fact, 73% of small firms say they have past due accounts and 53% of firms have client accounts where between 10% and 39% are past due.

So why aren’t lawyers getting paid?

The #1 reason by far cited by the lawyers in the survey (82.5%) was “client financial hardship.”  The other reasons in order of prevalence:

  • Client challenged value of charges
  • Miscommunication
  • Bill was for services performed too far in the past
  • Client disputed services
  • Bill format unclear to client

In the “Other” category were these reasons for past due bills: 

  • Invoices sent irregularly
  • Poor tracking of fees and services
  • Bills sent too infrequently and bill larger than client expected
  • Inconsistent billing
  • Corporate client with slow internal bureaucracy
  • Not a priority for client to pay

It’s really hard to believe that four out of 10 clients are financial hardship cases.  But if these survey results are accurate, then law firms have a huge disconnect in one or more of these critical functions:

Marketing -- you are clearly marketing to -- and attracting -- the wrong type of client.

Sales -- you are not managing client expectations or educating them on the value of your services.

Business processes -- you have a broken billing model (i.e., hourly billing) or you do not have the proper systems in place to handle your billing and collections.

In the survey, attorneys admitted to something we all know is true (and is a lot more believable than client financial hardship):  lawyers hate asking clients for money.  They find it embarrassing, distasteful, even greedy. 

But I don’t know any lawyers who find money itself embarrassing, distasteful or greedy!

The thing is, if you don’t expect to be paid, your receivables will probably reflect that.  If you pursue your work on your client’s behalf with passion, you should pursue payment for that work with the same passion.

So you either need to change your attitude or task this out to someone who is not afraid to bulldog clients about their bills.  Your profitability depends on it.

P. S.  If you missed it, read my post last week about Tips for How to Bill Smarter.

Hat tip to Mike O'Horo.

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FREE WEBINAR TOMORROW, OCT. 1: How to Get Your Newsletter Done in Just 45 Minutes a Month

In my many years of teaching effective law firm marketing to more than 10,000 attorneys nationwide, I have yet to come upon a more reliable, cost-effective way for firms to keep in touch with former clients, engage new clients and boost referrals than a newsletter.

I know, it’s not new.  It’s not even sexy.  But it works. 

Join me and attorney RJon Robins, founder and CEO of How To MANAGE a Small Law Firm.com, for this free one-hour webinar packed with information, including:

  • Exactly WHY an “old fashioned” newsletter packs such a powerful punch for your marketing dollars
  • A proven strategy for producing a newsletter that will make it fun and easy to make, and keep, your monthly commitment
  • A template you can begin to use right away to produce a monthly newsletter that will get noticed and appreciated
  • An actual case study to help you get your newsletter DONE in less than 20 minutes each month
  • The real world ROI of newsletters as a proven staple of your marketing campaign

RJon built his firm from nothing to a multi-million dollar enterprise in less than 5 years using many of the strategies and tactics and even the exact template he’ll share with you at the end of this webinar.

Everyone who registers for this webinar will receive a recording to watch at their convenience, so if the scheduled time doesn’t work for you, go ahead and register anyway to receive the free recording.

Register online now for the FREE webinar from The Rainmaker Institute on Wednesday, October 1 at 2 p.m. ET/11 a.m. PT on The Automatic Newsletter: How to Get Your Newsletter Done in Just 45 Minutes a Month.

How Just 45 Minutes a Month Will Net You More New Clients and Repeat Business

Do you (or someone in your firm) have 45 minutes each month to dedicate to a proven marketing tactic that will bring you more clients and increase your repeat business? 

I can’t imagine anyone saying “no”.

Then you need to participate in this FREE webinar from The Rainmaker Institute this Wednesday, October 1 at 2 p.m. ET/11 a.m. PT on The Automatic Newsletter: How to Get Your Newsletter Done in Just 45 Minutes a Month.

In my many years of teaching effective law firm marketing to more than 10,000 attorneys nationwide, I have yet to come upon a more reliable, cost-effective way for firms to keep in touch with former clients, engage new clients and boost referrals than a newsletter.

I know, it’s not new.  It’s not even sexy.  But it works. 

Join me and attorney RJon Robins, founder and CEO of How To MANAGE a Small Law Firm.com, for this free one-hour webinar packed with information, including:

  • Exactly WHY an “old fashioned” newsletter packs such a powerful punch for your marketing dollars
  • A proven strategy for producing a newsletter that will make it fun and easy to make, and keep, your monthly commitment
  • A template you can begin to use right away to produce a monthly newsletter that will get noticed and appreciated
  • An actual case study to help you get your newsletter DONE in less than 20 minutes each month
  • The real world ROI of newsletters as a proven staple of your marketing campaign

RJon built his firm from nothing to a multi-million dollar enterprise in less than 5 years using many of the strategies and tactics and even the exact template he’ll share with you at the end of this webinar.

Everyone who registers for this webinar will receive a recording to watch at their convenience, so if the scheduled time doesn’t work for you, go ahead and register anyway to receive the free recording.

Register online now for the FREE webinar from The Rainmaker Institute on Wednesday, October 1 at 2 p.m. ET/11 a.m. PT on The Automatic Newsletter: How to Get Your Newsletter Done in Just 45 Minutes a Month.

A 10-Point Health Check for Your Law Firm Marketing

A legal news aggregation website called LawFuel.com recently ran a post with a 10-point checklist of how law firms can gauge the health (and effectiveness) of their legal marketing programs.

Here’s the list -- how are you performing?

1.  Does your firm encourage cross-selling among attorneys?  If you have multiple practice areas and lawyers who specialize in each area, then those lawyers should be cross-selling your services.  Make sure all your attorneys understand your total offerings.

2.  Is your staff involved in marketing?  Your legal marketing efforts should touch every member of your staff, who are your ambassadors to pass along your expertise to their contacts.

3.  Do you have a program for keeping in touch with former clients?  This is a no-brainer.  Add them all to your monthly e-newsletter list and establish a system for sending out keep-in-touch emails that doesn’t require any babysitting from busy lawyers.

4.  Are all your lawyers engaged in business development?  If not, implement a training program on your marketing messaging and encourage them to get out and network.

5.  Is your website current?  An out-of-date website tells prospects that your firm is out of date.

6.  Is anyone managing your online reputation?  Reputation management is critical for law firms.  You should have this task assigned to someone (internal or external) who regularly conducts online searches for your firm name and attorney names. If something bad pops up, you should have a process for dealing with it effectively.

7.  Are all your attorney bios up to date online?  Every attorney should have a complete and current bio with a professional photos on LinkedIn, Avvo, Martindale, etc.

8.  Do you have a blog?  A blog is one of the best ways for you to market to your niche, highlighting your practice areas and pumping out fresh content that showcases your expertise in each.

9.  Are you providing added value to clients?  Providing clients with value above and beyond what they are paying for will keep them coming back.

10. Are you micro-managing the client experience?  Do clients have to wait when they show up for an appointment?  Are you offering them something to drink and making them feel at home?  If not, you need to take another look at how your firm treats clients because they are measuring you not just against other law firms but against every service provider they know.  And if they don’t like the fit, they won’t be back.

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FREE REPORT:  How to Tap Into One of the Most Cost Effective Marketing Tools for Law Firms & 4 Steps to Get Started Today

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • 10 reasons an e-newsletter is necessary to your legal marketing strategy
  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter

Click on the following link to receive your free report on How to Tap Into One of the Most Cost Effective Marketing Tools for Law Firms & 4 Steps to Get Started Today.

Watch It Now: How to Get Your Law Firm Quoted in the Media

Earlier this week, LawMarking.com hosted a wonderful webinar on How to Get Quoted in the Media on a Shoestring Budget

Jana Schilder, 30-year PR veteran and founder of TheLegalATeam.com, provided lots of practical ways for attorneys to spread their influence by getting quoted in the media.  She provided a few tricks of the trade that most of you are probably not aware of, but that can help you develop real relationships with reporters and editors.

Here is a clip from that webinar:

If you missed it, you didn’t miss out.  LawMarketing.com has posted this webinar for you to watch at your convenience, where you will learn how to:

  • Understand how reporters, editors and producers think—and how to take advantage of it.
  • Introduce yourself to media to start a strong and long-lasting relationship
  • Easily find publications that accept an article that you wrote
  • Write Op-Ed articles.  What are they and how can you write one?
  • Write Letters to the Editor that get published
  • Leverage community access television
  • Leverage satellite radio:  hundreds of shows need guest experts
  • Come up with the sound bites that editors and producers love
  • Network with reporters to cultivate the relationship
  • Get quoted/interviewed and what to do with the clipping/video link

To access the entire webinar recording, go to http://bit.ly/getquoted

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FREE REPORT! How to Become a Recognized Expert by Using Press Releases

One of the best ways to get you on the road to becoming a recognized expert is through the use of press releases.

A press release is simply a short announcement about your law firm that may be of interest to the public or news media.

A press release that not only targets the audience you want to reach, but intrigues the editor and/or publisher, will gain free media coverage that surpasses any response you could hope to gain from any of your company’s paid advertising campaigns.

In addition, Google search engines love press releases! 

Here’s what you’ll discover when you read this report:

  • What constitutes an effective press release
  • Ideas for press release content
  • How to format your press release
  • Where to submit your press release
  • Best days to send out your press release
  • …And much, much more!

Click on the following link to get your free report on How to Become a Recognized Expert by Using Press Releases.

Why You Became an Attorney

Do you remember why you became an attorney?  I’m sure it wasn’t to be the butt of the thousands of lousy lawyer jokes out there.  The profession is a real target for persecution, but it has pretty much always been that way -- at least since Shakespeare’s time, from Henry The Sixth: “The first thing we do, let’s kill all the lawyers.”

Over the past 14 years, I have worked with thousands of attorneys and there are very, very few I would wish that fate upon. 

I can think of four very good reasons to practice the law:

Mental stimulation.  If you are a lawyer and any good at it, you are being constantly challenged mentally and that makes for a very interesting career.  You also are likely to work around other lawyers and judges that make your work life stimulating.  Utilizing your creative thinking skills to win cases on behalf of your clients is rewarding work.

Emotional rewards.  Many lawyers I know do their fair share of pro bono work, which provides great emotional satisfaction.  But you also get satisfaction from helping your clients overcome life-changing problems and making a real difference for people with problems you help solve.

Career options.  There are many areas of the law you can choose to practice, in both the public and the private sector.  Prosecutors get great job satisfaction from putting the bad guys away.  Defense attorneys derive some joy from helping the “little guy” and beating the system.  Other attorneys thrive in a corporate environment, while still others love being in a solo or small firm.  The thing is, if you have a law degree, you have options.

Financial rewards.  According to the Bureau of Labor Statistics, the median annual income for attorneys in the U.S. is north of $100,000.  Not everyone makes this, of course.  And I know many of you make more.  With every new law that goes on the books comes the opportunity for financial gain for lawyers.

While many attorneys struggle with the business side of the law, I have met few who would give it up for another career. 

So why did you become an attorney?  Let me know in the comments section below.

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7 Strategies for a 7-Figure Law Firm

If you’re like many of the attorneys I speak with every week:

You’ve been practicing over 10 years, you own a small firm with a handful of staff, you work hard month after month, but you never seem to get ahead.

You’ve tried all the traditional methods of marketing your law firm, but so far nothing seems to work very well.

You have goals, dreams and ambitions, but after all these years you’re still struggling to break or consistently break the million dollar mark…and every once in a while you wonder if it’s really worth it all.

I need to tell you from one business owner to another-the skills that helped you build a good 6-figure practice are not the same skills you will need to build a great 7-figure business.

So if you’re tired of beating your head against the wall and you’re ready to take a fresh look at how to break out of the negative cycle you’re stuck in then you really owe it to yourself to attend this webinar.

Join us and discover:

  • What it really takes to build a 7-figure law firm -- no hype and no b.s.
  • Insider tips from managing partners running multi-million dollar firms
  • How to position yourself as a recognized expert and attract higher quality clients
  • 3 biggest reasons why you’re not getting more referrals and how to overcome these hurdles
  • The 2 things every Million Dollar Law Firm has in place (you will never achieve 7-figure revenues without both of these)
  • 2 key metrics you must measure every month if you want to grow your law firm

Click on this link now to access the online webinar, 7 Strategies for a 7-Figure Law Firm.

Tips for How to Bill Smarter (The First One Will Have You Smacking Your Head)

Well, he’s done it again.  Lee Rosen over at Divorce Discourse has written a blog post today that is a must-read on a subject that makes both attorneys and their clients cringe:  billing.   He provides 13 tips that he says will improve your relationships with your clients and I want to call out just a few and add my two cents.

This first tip is really priceless:

Include “No Charge” line items on your bills.  Just about every lawyer does stuff for his or her clients that aren’t billed.  Keep a list of those freebies as you go through your month and then include them as line items on your bill with the notation, “No Charge”.  Instant added value!  Genius!

Some of Lee’s other tips that I know really get under a client’s skin and most every lawyer is guilty of:

Eliminate surprises.  No one likes a billing surprise so if you are constantly getting pushback on charges clients did not expect, then you need to do a better job of managing their expectations.  Give them fair warning on big ticket line items.  If the bill is going to be particularly high, call them to explain. 

Cut out nickel and dime charges.  Roll up all your miscellaneous charges for postage, copies and other small stuff into your hourly rate.  Clients hate to see that stuff on a bill. 

Be open to change.  Ask your clients how they want to be billed.  Most will probably say monthly, the way most of you do it now, but there could be some who want you to bill more or less often.  If it’s more, that’s good for your cash flow. 

Design your system around client needs.  How do you think your clients would respond to a billing system that allowed them to see charges in real time?  When is the last time you updated your billing system, or even checked to see that it was working the way you want it to work?  Do the math -- you could be losing money due to poor billing and collection practices.

I interviewed Lee on his approach to flat fee billing for law firms -- he’s really made it work for his firm and you can get access to this interview below.

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On-Demand Seminar: How to Make Flat Fee Billing Work for Your Law Firm

Lee Rosen is one of America’s top divorce attorneys and practice management specialists who transformed his practice from relying on hourly billing to charging flat fee prices.

In Stephen Fairley’s one-hour interview with Lee, he explains in detail how he set out to fix his cash flow several years ago and in doing so he fundamentally changed his practice – for the better!

As a direct result of his “radical” decision to switch to flat fee billing (which many of his colleagues told him couldn’t be done), his revenues have never been higher, his profit margins are larger, and he’s building a lifestyle law firm!

Listen in as Lee and Stephen focus on hot topics like:

  • Why your clients will love flat fee billing
  • How to use flat fee pricing as a major differentiating factor
  • The inherent conflict of charging by the hour
  • Specific steps on how to position it with clients
  • Which practice areas can benefit from flat fee billing
  • Real world case study for consumer law attorneys
  • Practical considerations for litigation-based practices
  • How to improve your cash flow using flat fees
  • Best practices when implementing flat fee billing
  • 3 quick and easy ways to get started
  • Potential pitfalls to avoid when setting up your system

To access this exciting one-hour interview with Lee Rosen, click on this link:  How to Make Flat Fee Billing Work for Your Law Firm

6 Steps to Get Your Law Firm to Stand Out Online

It wasn’t that long ago that a law firm could stand out online just for the sole reason that it had a website. 

Today, law firm websites are ubiquitous, so they are no longer a differentiating factor.  You’re going to have to dig a little deeper to set yourself apart online, especially since the majority of people looking for lawyers are doing the early part of their searches on the Web.

Here are six steps to differentiating your law firm online:

1.  Pinpoint your ideal target market.  Try to be as specific as possible in narrowing your target market down by demographics and personal profiles.  This is key to your success in any kind of marketing, because if you fail to do this, nothing else you do will matter.  You don’t want to waste time marketing to everyone, because no one is looking for a generalist these days.  People have specific problems (to them) and want a specialist to help solve them.

2.  Create a landing page for different practice areas.  This is especially critical for consumer attorneys (personal injury, family law, criminal defense, etc.) since you want to focus on the specific things people are searching for online.  Someone in a car accident is more likely to search for “car accident attorney” than “personal injury attorney”.  The most successful PI attorneys we know have separate landing pages for car accidents, motorcycle accidents, bicycle accidents, brain injuries, etc.

3.  Give something away.  People love to get something for free, and it doesn’t have to cost you a dime.  You want people to provide you with their email address and name and in return, you provide them with something of value.  Think about the top 10 questions you get from clients and create a free download with the answers.

4.  Create relevant, interesting content.  No one is going to remain on your website, or visit you more than once, if they find boring content that is heavy on the legalese.  You must write simply and concisely, using laymen’s language.  And you need to keep adding relevant content to your site to keep readers coming back.

5.   Create a blog.  A blog on your website is one of the best tools in your online marketing arsenal to keep and attract readers.  Plus, since you are always adding fresh content, a blog helps your site rank better in search.  A blog also allows you to humanize your law firm so prospects get a good idea of what it would be like to do business with you.

6.  Optimize for mobile.  More people are using smart phones and tablets to view websites than they use a desktop or laptop these days, so your website must absolutely be optimized for mobile viewing.  Even though the iPhone 6 has a bigger screen, people are still not going to want to try to manipulate your site on their screens to get the information they need.  Get a mobile website, or better yet, use responsive web design on your main site so it is seen in its best light no matter what device people are using.

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FREE Webinar Tomorrow: How to Get Quoted in the Media on a Shoestring Budget

Join 30-year public relations veteran Jana Schilder and LawMarketing.com’s Editor in Chief Cindy Greenway at tomorrow's free webinar "How to Get Quoted In The Media On A Shoestring Budget".

If you want to get quoted by the media and grow your reputation as an attorney, attend this live, free webinar on Tuesday, September 23 at 10am Pacific / 1pm Eastern.  

Here's a taste of what will be covered:

  • How to introduce yourself to the media to start a strong and long-lasting relationship
  • How to easily find publications that will eagerly accept an article you wrote
  • How to leverage satellite radio:  hundreds of shows need guest experts

You can register online now for the How to Get Quoted in the Media on a Shoestring Budget webinar on Tuesday, Sept. 23 at 1 p.m. ET/10 a.m. PT.  If you cannot attend, register anyway to receive the free recording of the webinar in its entirety.

Tips for Improving Your Client Retention Rates

Client retention consultancy Sparked counts some of the world’s most successful brands as its clients, including Microsoft, Google, Kraft, SAP, Barclays and more.  So it’s worth lending an ear when they release research that shows a mere 5% increase in a company’s client retention rate can increase profits by as much as 95%.

Many firms don’t place much emphasis on client retention, believing such fallacies as one or two poor experiences can jettison a relationship (actually, clients leave because of poor performance overall, not just a few isolated incidents). 

Sparked has created this infographic to show where firms go wrong when it comes to client retention and provides the remedies for correcting it:

And in keeping with that Las Vegas theme, let me remind you that the Early Bird registration for our Las Vegas Rainmaker Retreat on Oct. 17-18 ends on Sunday, September 28.  You can save $200 off the regular registration fee if you sign up by then. 

Over 10,000 attorneys nationwide have benefited from learning and implementing the proven marketing and lead conversion strategies taught by The Rainmaker Institute.  Each Rainmaker Retreat session focuses on the unique problems facing small law firms and solo practices, providing advanced hands-on training for:

  • Legal marketing techniques that are proven to work in the real world environment of a fast moving law firm
  • The core concepts of search engine optimization (SEO) and Internet marketing for attorneys and how to create a dominant position on the Internet
  • Ways to automate legal marketing using technology and the Internet
  • How to generate more referrals and repeat business from current and former clients
  • How to fully leverage social media networks like Facebook, LinkedIn, Twitter, YouTube, Avvo and JDSupra to drive new leads to your law firm
  • How to focus your money on the most effective marketing strategies based on your specific practice area
  • How to measure Return On Investment (ROI) for all your marketing efforts

To register for a Rainmaker Retreat, visit www.rainmakerretreat.com or call 888-588-5891.

How to Improve Your Lead Conversions Rate: The Process

At the Rainmaker Institute, we have established a working process for lead conversion that is being used successfully by thousands of attorneys across the country.  It begins with understanding the five stages of lead conversion:

  1. The number of leads that come into your firm.
  2. The number of leads that make appointments.
  3. The number of appointments who actually show up for a consultation.
  4. The number of appointments who sign up for your legal services at the initial consultation.
  5. The number of appointments who sign up at some later time after the initial consultation.

To be effective at lead conversion requires intervention and follow-up at every stage.  The way you follow up during each stage will determine how quickly and effectively you are able to move someone along from becoming a lead to a paying client. 

The most effective follow-up tools include phone calls, a regular schedule of emails that help move them along the decision-making process, and e-newsletters that keep you top-of-mind.  Here are some specific strategies you should implement to improve your conversion rate at every stage of the process:

Stage 1 - Stage 2: 7 Ways to Triple Your Appointments

  1. Institute a “5 Minute Follow-up Rule.”
  2. Never make an attorney responsible for follow up!
  3. Train a staff person at first. When you get over 30-50 leads per month, hire a dedicated intake specialist.
  4. Give staff person a performance bonus to set appointments who show up.
  5. Call a minimum of 5-7 times before giving up.
  6. Script every voicemail, test results and verify calls are being made.
  7. Send 4-5 educational emails via autoresponder, in addition to the calls.

Stage 2 - Stage 3: 8 Ways to Improve “Show Ups”

  1. Send an immediate email confirmation with the details.
  2. Include a map, driving directions and photo of your building in your email.
  3. Send a “shock and awe package” in the mail.
  4. Have a staff person call them the day before and the day of the appointment.
  5. Call them 10 minutes after they don’t show up to reschedule.
  6. Never be rude or mean if they don’t show. Assume something happened in their life that prevented them from coming.
  7. Call a minimum of 5-7 times after missed appointment before giving up.
  8. Send 4-5 autoresponder emails in addition to calls.

Stage 3 - Stage 4: 6 Ways to Sign Up More People at the Initial Consult

  1. Ensure quality control during the initial consult.
  2. Role-play with staff and train them how to overcome objections.
  3. Consider not having attorneys do the initial consults.
  4. Emphasize how you are different from your competitors.
  5. Empathize over their situation! Pay attention to their emotions.
  6. Directly ask for the business. Make it clear you want their business.

Stage 4 - Stage 5: 4 Ways to Convert More Prospects After the Initial Consult

  1. Send an email immediately after the “No Hire” event asking them why they didn’t buy.
  2. Have a staff person call the day after the “No Hire.”
  3. Have a staff person call 4-5 more times afterwards to encourage them to come back into the office.
  4. Send 4-5 autoresponder emails in addition to calls.

If you really want to make your lead generation efforts pay dividends, you simply must become better at lead conversion.  It is probably one of the least expensive yet most financially rewarding things you can do to boost your revenues.

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FREE Law Firm Marketing Strategy Session with a Rainmaker Advisor

Having an Internet presence is a must for attorneys who want to effectively market and grow their firms. 

It should be no secret that the Internet is one of the most cost effective lead sources for attorneys today. Even if a portion of your client base includes referrals, you can be sure that they are checking you out on the Web before they give you a call.

But how do you know you are going about it the right way?

Please give us a call at 888-588-5891 or click here to sign up for a free one-on-one Strategy Session with a Rainmaker Advisor who will listen to your specific marketing challenges. 

The Rainmaker Advisors are hand-picked and trained to identify marketing strategies that you can implement to grow your practice.

How to Build Your Firm Using Thought Leadership

Hinge Marketing, which provides marketing expertise for professional services firms, has just released a new book entitled The Visible Expert, which is based on their research into how reputations are built and what they contribute to a firm’s bottom line.

Their extensive research has shown that thought leadership -- i.e., visible expertise -- is a significant driver for business development in professional services firms.  Hinge conducted an exhaustive survey of more than 1,000 purchasers of professional services as well as 130 thought leaders.

When it comes to the impact of thought leadership on firms, 66% of respondents said that firm leaders who were highly visible had a measurable impact on business development and firm growth:

The research broke visible experts into five levels, with Level 1 being a local expert and Level 5 being a globally recognized authority.  It probably won’t surprise you to learn that Level 5’s command a much higher hourly rate than Level 1’s, but the difference is still pretty staggering:

Hinge also looked at how buyers of professional services evaluate providers.  The top source is your firm website, followed by an online search, personal referrals and social media:

The Hinge research also found that the marketing tools and techniques with the greatest impact -- those that deliver the highest ROI -- include (in order of importance):

  • Books
  • Speaking engagements
  • Firm website
  • Blogs
  • Articles
  • Email marketing

The good news is that if you are not already on a path to becoming a thought leader, this is a skill that can be learned.  We teach it every month at our Rainmaker Retreat, the popular two-day legal marketing seminar.  Here are dates for upcoming sessions:

September 19-20, 2014 -- Miami, FL

October 17-18, 2014 -- Las Vegas, NV

November 14-15, 2014 -- New York, NY

December 5-6, 2014 -- Los Angeles, CA

You can register online for a Rainmaker Retreat or call 888-588-5891 for more informationNational Trial Lawyers members receive a discount. Please contact National Trial Lawyers at 866-665-2852 to receive the discount code.