Marketing a Litigation Support / eDiscovery Department within a Law Firm: Closing Thoughts
November 10, 2011
In the past few weeks we’ve talked about various marketing techniques and mechanisms that -- in my experience -- work well in a law firm. In closing, I have just a few additional thoughts I’d like to share with you on the subject.
- Whether you realize it or not, everyone in the department is involved in marketing. Your clients’ interactions with department members form their impression of your services. Everyone in the department, therefore, is contributing in a positive, neutral, or negative way to marketing. Work with the members of your department to ensure that everyone is contributing in a positive way. Make sure that everyone is projecting a spirit of cooperation and an eagerness to help.
- You want your clients to see you as a peer. You don’t want to be viewed as “the help”. You want the relationship to be one of partnership. How do you make this happen? First, practice the techniques we covered for building good relationships and for providing suburb customer service. Next, be confident in what you know and what you can do. You are the expert. You want your clients to see you as such. And last, project the right image. Look and act like you belong in your client’s environment.
- Always remember that everyone you talk to in the firm is a potential customer or has links to a potential customer. So every interaction you have should be viewed as a marketing opportunity.
- Make this a goal: Everyone in the firm will know who you are, what you do, how you can solve their problems, and how they can reach you.
I hope you enjoyed this series on marketing litigation support services within a law firm. Let us know what you think. And be sure to let us know if you’d like to know more about a particular topic.