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Strategy and Technology with Direction

RFPs and Proposals

Business development Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Web/Tech

Experience management projects and why they fail in law firms.

I have written many posts on this blog about effective experience management as a mission-critical, business imperative for a law firm.  Without relevant experience to evaluate, buyers of legal services will not hire you. It’s that simple.  That’s how urgent it is.  That’s why you should have a mandate around […]

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Business development Extranets Intelligence Intranets Knowledge Management (KM) Law Firm Management and Marketing Marketing Budgets RFPs and Proposals Social Media Social Networking Strategy Web 2.0 Web/Tech Weblogs

Attention! Law Firm Marketers And MarTechs – 2019 ILTA Survey Is Ready To Take!

Content Pilot is proud to support the second annual ILTA Marketing Technology Survey. To complete the survey, click on this link or the link below. Your deadline to complete the survey is July 19, 2019and it will take less than 20 minutes to complete. In-house marketers: The survey is open to everyone, including folks who […]

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Events Law Firm Management and Marketing RFPs and Proposals

LMA Dallas lunch presentation by Deborah McMurray and Keith Wewe

Join #LMADallas for “Driving Top-Line Growth with a Killer Proposal Strategy” Hear the results of Content Pilot’s latest research about proposals and experience management and the perspective of top legal marketers around the U.S. Deborah McMurray and Keith Wewe will review the research results from two recent CP Flash Surveys […]

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Business development RFPs and Proposals

Driving Top-Line Growth with Five Killer Proposal Strategies

Imagine this scenario:  A lawyer receives an RFP from an existing client on Tuesday who wants to consolidate the number of outside law firms from 50 to 10. The RFP is due in three weeks. You have THREE WHOLE WEEKS to try to win this work! According to two 2018 industry […]

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Business development Intelligence Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Strategy Web/Tech

Expert Insights: Modernizing the Legal Pitch Process – an eBook by HighQ

HighQ recently published an eBook, “Expert Insights: Modernizing the Legal Pitch Process,” for which I wrote a segment. My excerpt is below. Buyers of legal services purchase on two levels – when they are formulating their short list, they are making a technical and intellectual evaluation – jurisdiction, particular expertise, […]

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Books Business development Intelligence Law Firm Management and Marketing Marketing Budgets RFPs and Proposals Social Media Strategy Web 2.0 Web/Tech Weblogs

Lawyer’s Guide to Marketing on the Internet, 4th Edition – Ready to Order! By Greg Siskind and Deborah McMurray

Lawyers in firms of all sizes will benefit from the advice, trends and best practices that fill this new book just published by the American Bar Association’s Law Practice Management Section. Use this resource to transform your website, email, social media and overall online strategy. Get closer to target prospects […]

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Business development Intelligence Knowledge Management (KM) Law Firm Management and Marketing Marketing Budgets RFPs and Proposals Strategy Web/Tech

Strategic Experience Databases in Law Firm Mergers – that’s my 2017 prediction

I am always proud to be included in Dave Billinsky’s legal industry predictions for the New Year.  His Thoughtful Law Blog is read by anyone who wants to improve the way they manage and run law firms and legal practices. Here is my submission as we look ahead to 2017 […]

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Business development Intelligence Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Strategy Web/Tech

Experience Management is not an “initiative” – it’s got to be in your firm’s DNA

Here is a snapshot of how law firms approach the topic of “Experience Management:” It’s someone else’s job – “Put a few people together from IT and marketing and see what you can come up with. Make a recommendation. Don’t bother the lawyers.” Toe in the water – “See if you can […]

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Business development Current Affairs Intelligence Knowledge Management (KM) Law Firm Management and Marketing Marketing Budgets RFPs and Proposals Social Media Web 2.0 Web/Tech

“Lean Data” makes more sense for law firms than big data.

Big Data is getting bigger. According to research firm IDC, big data services and technologies will grow at a compounded rate of 27%, exceeding $32 billion by 2017. The greatest challenge is knowing how to make it work for us in a law firm – how can we learn from it, […]

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Business development Intelligence Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Science Strategy Web 2.0 Web/Tech

Law firms+data+marketers: the love-hate relationship between marketing and math

The first “marketing and math” presentation I gave was for the now-defunct Marketing Directors’ Institute conference 15 or so years ago. It was, looking back on it, rudimentary – but it was a start. I told the law firm marketing audience to care about client and matter profitability, realization and […]

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Business development Intelligence Law Firm Management and Marketing Marketing Budgets RFPs and Proposals Strategy

What courage looks like in a law firm.

Jordan Furlong, legal industry consultant and popular blogger, and I have recently been emailing about “courage” and what it means to lawyers and their clients.  He just published a penetrating post called “What Leadership Really Means,” that gets to the heart of courage and why it’s so important for lawyers to […]

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Business development Current Affairs Intelligence Law Firm Management and Marketing RFPs and Proposals Strategy Television Web 2.0 Web/Tech

To win more business, don’t underestimate the value of visceral appeal.

For more than two decades we have known that corporate counsel and other buyers of legal services have two levels of decision-making. They make an intellectual decision when creating their short list, evaluating expertise, perceived technical skill, and other features that are important to them – geographical reach, depth, rates […]

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Business development Intelligence Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Web 2.0 Web/Tech

A champagne toast to a grand 2014 – and my one piece of New Year advice

Many law firm consultants, prognosticators and pundits have written long blog posts and articles with predictions for law firms in 2014.  Given that website visitors don't read (they scan), I prefer tiny bites of information and opinions, as opposed to having to scroll to China. I have several predictions this […]

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Business development Intelligence Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Strategy Web 2.0 Web/Tech

A big year of awards and enhancements for Content Pilot

As the founder of Content Pilot, I am proud when the company and team I have built does well. Our biggest test of success is how our clients feel about us.  Every engagement – regardless of size or client – means the world to us, and our mission is to […]

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Business development Intelligence Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Strategy Web/Tech

Good advice about lawyers’ productivity, but marketers are getting a bad rap

Jack Bostelman wrote a blog post about Wells Fargo's Q3 law firm financial survey and the AmLaw 200 firms' weak showing in 2013. Here are the results in a nutshell:  Gross revenue increased 2.5% Expenses also increased 2.5% Total hours billed declined 0.75% and hours per lawyer declined 1.1% Effective […]

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Business development Food and Drink Law Firm Management and Marketing RFPs and Proposals Social Media

What law firms can learn from my weird service experience at Del Frisco’s in Dallas

Well, Del Frisco’s has done it again. It’s once more the subject of one of my “What law firms/lawyers can learn . . . ” posts, and not in a good way.  My earlier post about the Del Frisco’s in Manhattan is one of the most-read posts of this blog. […]

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Business development Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Web/Tech

The future of CMOs – according to FORBES

A Forbes blogger posted an article called, "Is the CMO Role Dying or Thriving?"  Here is how it starts:  What’s happening to the CMO role? This question has been hot for a couple of years. Some suggest the role is nominal and “dying” while others suggest it is bigger, more […]

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Business development Knowledge Management (KM) Law Firm Management and Marketing Marketing Budgets RFPs and Proposals Web/Tech

Experience management/databases – best practices in content gathering

Gathering and managing content that is relevant to a firm's buyers of legal services is the bane of every marketer's existence.  I've seen this one activity paralyze entire departments.  The team is flummoxed by finding the most efficient way to engage lawyers so they provide the information that marketers need […]

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Business development Current Affairs Knowledge Management (KM) Law Firm Management and Marketing RFPs and Proposals Web/Tech

2013 advice for law firms to ensure a bright future

My friend and colleague Leigh Dance published a terrific article in AmLaw Daily structured as advice for global law firms.  But most of it applies to law firms of any size. Leigh’s advice comes from more than 20 years consulting to corporate legal departments in multinational companies and global law […]

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Business development Knowledge Management (KM) Law Firm Management and Marketing Marketing Budgets RFPs and Proposals Web/Tech

Experience management and databases – The results of a survey of CMOs

Experience management and how to get one’s arms around it surfaces in every conversation that I have with firm leaders and senior marketers.  As I noted in a February 2012 blog post “Experience Management – it’s been elevated to mission-critical,” cross-selling and revenue growth are the two top concerns of firm leaders […]

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