Diversity as a Business Development Imperative with Paul D. Webb

Paul Webb in the Richards, Layton & Finger offices following an interview with Michael Meyer of the Legal Marketing Studio.

Paul D. Webb and I begin this episode with a general discussion of the relationship between marketing and business development from his perspective as Director of Marketing and Business Development at Richards Layton & Finger. We move on quickly to the heart of the conversation: a discussion of diversity in the legal industry. We touch on the need for advancing diversity not only among the ranks of attorneys (particularly leadership) but also among legal marketing teams. Our conversation touches on the business imperative of having a diverse firm, what it means to be a diverse firm and the processes and systems that will be needed to bring about diverse firms.

Recorded May 23, 2018 at the offices of Richards, Layton and Finger.

Boosting Visibility as a Legal Insurance Preferred Vendor; a conversation with Attorney Brian Zimmet

Attorney Brian Zimmet appearing on the Legal Marketing Studio Podcast

In this episode, Brian Zimmet of the Zimmet Law Group joins me to expand on how he recognized the opportunity that being a preferred vendor on legal insurance plans presents, their place in his marketing strategy and the business development benefits that they have reaped for his firm. We also go on a brief tangent to discuss his firm’s use of digital and social media and why he’s brought these efforts in-house.

Recorded March 29, 2018 at the Zimmet Law Group.

The Attorney’s Role in Business Development with Steve Wilson

As the head of Osborne Clarke’s New York City office, Steve Wilson has a unique perspective on attorneys’ need to develop new business and manage existing client relationships. In this wide ranging conversation we circle around the role of the attorney and its evolving relation to business development. Other topics that we touch on include cross selling, non-lawyers’ ability to sell legal services and the challenges and opportunities that the digital revolution and the commodification of legal services have brought.

Recorded March 19th, 2018 at the New York City offices of Osborne Clarke.

Immediate Results with Niche Content a conversation with Jim Shenwick

At a Deliberate Solos meeting at the end of 2017 I heard Jim Shenwick recount how he’d built a niche content strategy to reach taxi medallion owners facing financial stress in the face of the industry disruption from apps like Uber, Lyft and Via. In this conversation, Jim describes how after reading an article in Crane’s business he recognized this un-met client need and business development opportunity and began creating content to reach these potential clients. Deftly implementing a strategy of writing content of value for these clients, he’s become a go to resource not only for underwater taxi medallion owners but also journalists and investors.

You can read his writing on the topic at his blog.

Recorded January 31, 2018 at the Offices of Shenwick & Associates.