A theme I heard, or just picked up on, at the 2016 LMA Annual Conference is that our role, as legal marketers, is as a service provider to our clients … the lawyers we serve. Yet, sometimes, the relationship seems much more adversarial than it has to be.
Yes, our “job” is to increase the top line, but very few of us are true sales people heading out to bring in new clients to the firm. And it takes finesse to be successful in our roles.
For the most part, our job is to help identify opportunities both internally and externally. To coach and train lawyers. To prepare for the sale. To provide the infrastructure. Too many lawyers want to abdicate (or blame) marketing if they do not have a steady stream of new business. The rainmakers get it. The service partner (which are becoming a dying breed in law firms) do not.
So where am I going here? The disdain for a function of our jobs — submissions — has to stop. And the attitude change has to come from us.
Yes. Directories and submissions seem to breed new directories and submissions faster than Tribbles, but can you not see the value? And I’m not talking about pointing to new revenue. The ROI for each of our functions is not necessarily new revenue, and I will argue that directory and submissions do more for us than they do for the lawyers.
It’s not about bringing in new business.
It’s about the service provider/client relationship we share with the lawyers.
I believe the Chambers/Super Lawyers panel has surpassed the General Counsel panel as one of my favorites at the LMA Annual Conference. Why? Because my CLIENTS, the lawyers, value these and learn something new each time that allows me to serve my clients better.
I wrote about my change of heart here last year in I’m changing my tune on surveys. Once I stopped thinking about how these submissions are a waste of time and don’t bring in any new business, and started to recognize WHY the attorneys value them, I was then able to see how they allow ME to build a better relationship with my CLIENT. At that moment I began to not only appreciate the submissions and directories, but look forward to them.
Why? Continue reading