Marketing vs. Sales

In the latest edition of Law Practice Management, I answer the following question:

One of my partners thinks we don't spend enough "face time" trying to grow our business. But if we spend good money on our marketing program, shouldn't that accomplish the goal without our sacrificing billable hours?

Read my answer here. 

Also, Michael Wells has 12 great tips for originating new business.  Read his advice here. 

Read the entire issue here.  Great stuff this month by Sally Schmidt, Ann Lee Gibson, Phillis Weiss Haserot, Linda Hazelton, Diane Hamlin, Patrick McKenna, Peter Darling, Marcia Pennington Shannon and many others. 

Comments

[Peter Darling]

A nice analogy I've heard is that marketing is air cover, so that when the selling occurs, the prospect has already been made aware of the firm, its positioning, and so on. The idea is to have them say "Oh, yeah, you're the firm specializing in agricultural law" or whatever.