to grow your practice:
- Adjust firm's mix of services, leveraging practice strengths and focusing on growing/emerging legal areas
- Commit to ongoing client contact.
- Cross-sell existing clients on other firm services
- Recognize marketing as an investment - not an expense. Then INVEST.
- Implement marketing programs that initiate a firm/client relationship (e.g., seminars) without committing the client financially
- Develop marketing tools that can be utilized in many ways (e.g., an informational brochure that can be distributed in office, at seminars, as a direct mailer, and/or forwarded to the appropriate media for further dissemination to prospects)
- Implement a low cost (though work intensive) PR effort that includes press releases and feature articles
- Track sources of prospect calls and new clients as well as conversion rates
- Maintain existing price structure (i.e. resist the temptation to be a low cost provider)
- PLAN. PLAN. PLAN.