Constant Content : Legal Ghostwriting & Content : Janet Raasch : Copy for Lawyers & Attorneys, Law Firm Business Development

What is the difference between marketing and sales?  Now that law firms are starting to join the "real world" of business and thinking about sales as a discrete function, this question is generating much debate within the legal marketing profession.  In this November 2007 article, Wade Clark, director of sales and marketing with BKD, discusses what lawyers and law firms can learn from their counterparts in the accounting profession.

Marketing and sales:  Different roles in support of a common goal

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Law firm marketers can set the stage for new business development -- but it is always the job of the individual lawyer to "close the sale" with a new client.  How can a lawyer get new business without falling victim to the "unpaid consulting" trap -- where you lose control of the relationship and the potential client wastes your time and talent with a wide range of requests prior to a commitment to buy?  In this June 2005 article, Gary Harvey of Achievement Dynamics discusses how lawyers can avoid the unpaid consulting trap.

When to fish, when to cut bait:  When seeking new clients, don't waste your time and talent

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