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Does your firm need to immediately address its attitude towards proactive business development? Or are you in the top tier of firms that have a true business development culture? Find out by taking sales consultant Darryl Cross's innovative Business Development Culture Test.
http://www.lawmarketing.com/pages/articles.asp?Action=Article&ArticleCategoryID=7&ArticleID=273 Back to top

WEBINAR:
Getting New Business Using CRM Technology
Invite your Executive and Marketing Committees to this live Web seminar on Tuesday, April 13, 2004. Marketing experts Darryl Cross and Nancy Manzo will provide nuts & bolts, practical information on using CRM to support business development and sales. PM Forum and LMA members may register for $100 off! To register call Customer Service at 1.800.775.7654. For more info, click here. Back to top

2. A New Place for Marketing Professionals to Learn, Teach and Prosper
It's an organization whose time has come, according to Betiayn Tursi, the Editor-in-Chief of Marketing the Law Firm. What makes the PM Forum North America is different is that it is interdisciplinary -- it brings together marketing professionals in law, accounting, consulting and real estate at its events. Marketers from different industries will be in a position to share their experiences and impart wisdom. http://www.pmforumna.org/pages/default.asp?PageTextID=25 Back to top

NOW IN NEW YORK CITY!
Come to the first PM Forum event in North America: a kickoff cocktail reception April 26, 6 to 8 p.m. at the Trump World Bar, 845 United Nations Plaza, New York. Admission & food are free.

RSVP with your name, title, firm, address, phone and email address by calling Larry Bodine at 630.942.0977 or by emailing Lbodine@PMForumNA.org

Meet marketers in law, accounting, consulting and property management.

Pick up a copy of the new Professional Marketing magazine, the leading periodical of its kind.

Join the PM Forum today.

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3. Contact Management: Long Time Coming
Walnut Creek, Calif.-based Archer Norris, a litigation and transactions law firm successfully rolled out a firm-wide CRM system to its 57 attorneys. Today, the database houses approximately 12,350 records. The firm uses the database to send an electronic invitations and to track activities. Tina Love and Werner Gehrke explain how they did it.
http://www.lawmarketing.com/pages/articles.asp?Action=Article&ArticleCategoryID=13&ArticleID=272 Back to top

New: Marketing the Legal Mind by management and marketing strategist Henry Dahut. The author examines why many lawyers find marketing so challenging and why selling legal services seems inconsistent with the practice of law. He questions past marketing practices while proposing alternative methods that have the power to profoundly change what it means to market professionally. It's for sale now in the LawMarketing Store. Back to top

4. A Law Firm's Reputation Drives GC Buying Decisions
A recent Corporate Legal Times survey of corporations found that few legal departments believe in formalized RFPs, and instead GCs use the old-fashioned methods like word of mouth. It turns out that when hiring a firm for new business, the firm's general reputation is the most important factor. Read the report by Amy I. Stickel. http://www.lawmarketing.com/pages/articles.asp?Action=Article&ArticleCategoryID=7&ArticleID=269 Back to top

5. People Making News

Andrea K. Stimmel has joined Blank Rome LLP as its Chief Marketing Officer. Andrea most recently was the Director of Business Development at Pennie & Edmonds LLP, where she successfully promoted a partner to IP Law & Business' first Hall of Fame class for patent lawyers; launched the firm's new San Diego office; and dramatically increased the firm's presence at industry conferences and in influential media. Prior to Pennie & Edmonds, she was the first U.S. Director of Business Development for the newly merged Clifford Chance and Rogers & Wells law firms. She can be reached at 212.885.5000.
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6. How Ted spent Spring Break.
Ted is learning sales the old-fashioned way: door-to-door. He spent his spring break lining up estimates for College Works Painting, where he's an intern. My 19-year-old went on foot and lined up 40 appointments for house painting jobs. The next weekend he signed up $9,000 in jobs, of which he gets a 22% commission. We've spent hours talking about how to engage the customer and overcome objections. His industry and initiative amaze me. He even has a Web site at www.TedBodine.com. Perhaps some day he'll have enough money to pay for repairs on his car.Back to top