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Law firm marketing blog | Rokman blog

Welcome to the blog of professional service marketer Graham Laing. Guest posts will feature heavily in the future. Alternatively if you would like me to guest post on your blog, please get in touch This email address is being protected from spambots. You need JavaScript enabled to view it.

Unbundling: the beginning of legal services customisation? Often the biggest task for me as a marketer is to seek to close the enormous gap between those who buy legal services, and creating and delivering what would be necessary to entice the demand of those who don't. The credence nature of legal services - the risk, the uncertainty and the cost…
When in doubt: focus on the client! Critical success factors for the future of the legal profession So there we have it. The music stopped, and some firms found themselves without a seat. Sad as it may be, especially for old school legal brands like Cobbetts, life moves on. This may sound harsh, but it's unfair to keep 'zombie firms'…
Cross selling in law firms: about time for change It's no secret that I'm somewhat sceptical about the reality of cross selling within professional services. To put it bluntly, cross selling isn't well practised by lawyers. Which is a shame, because the benefits are actually there for both the client and the law firm. For a client with a variety…
Welcome. 'Sympathy for the Devil' by the Rolling Stones is lyrically in a class of its own. My desert island track, drawing inspiration from one of my favourite all-time reads, 'The Master and Margarita' by Mikhaíl Bulgakov. As the song's narrator, Jagger recounts an insinuation into various historical cataclysms: the Crucifixion, the Inquisition and the then still-fresh assassination of the…
In response to my previous blog post Tendering: You've already lost the pitch! a number of people contacted me for tips on how to identify the tenders they should avoid. I’m always happy to help, so here goes part 2! My last blog was about considering at the outset all the circumstances surrounding a pitch to gauge if you had…
Sorry for the delay in writing this blog post. New baby in the household and a surge of new work have eaten into time for writing up the opinion pieces. And new (and interesting!) job offers with the prospect of working 8am ‘til 6pm have made me rethink the current self-employed working day of 5am ‘til 11pm... But anyways: The…
Law firm marketing: Protect your clients or die! Speaking with a personal injury lawyer from a provincial firm last week, he was obviously concerned for his future with the changes to personal injury on the horizon. Personal injury work currently amounts to over half of his firm’s income. He asked me what I as a marketer made of the situation. …
Warning: Long read (I was going to release this in two parts, but......so much to say on a rainy day!) It’s hard to talk about the impact of social media without mention of the 'disruption' these new platforms are creating. The word 'disruptive' is used a lot these days. It’s almost becoming as popular as the word 'strategy'. But for…
In my last blog, I looked at the future and potential demise of high street law. This time, it's the turn of the mid-tier firms. So much lip service is paid to cross-selling. What promises to be the answer to the elusive question of how to cross-sell often degenerates into comical discussions of initiatives such as firm-wide speed dating, face-to-face…
It’s a well-worn saying that ‘history repeats itself’, and I don’t mind admitting that I have more than a passing interest in historical recurrences. In particular, Mayan philosophy and their beliefs in the cyclical nature of time. It was the job of the Maya priests to interpret cycles and provide a prophetic outlook on the future or past, in relation…
In terms of innovation, let's face it, ABS was always going to be a damp squib. It never really promised to be anything else. There are organisations that already partner with law firms to provide an integrated service, such as mortgage providers and conveyancers. For these, once the opportunity to own and control the legal aspect of their activity arose,…