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Message: Hi, I thought you might be interested in this article I found. Small Firms Beat Big Law Firms at Marketing My solo and small law firm clients have enjoyed a fiscal resurgence the last few months. It seems as though business is rushing in the door faster than they can handle it. This has resulted in a few calls to my office from BIG LAW firms. I guess the BIG LAW people are a little curious about the secrets to the success of the small firms in difficult economic conditions. For those of you who want some ideas as to why a small law firm would thrive in this economy, here are a few clues: Layoffs Put Legal Work on Sale As big law firms trimmed their payroll, they got rid of many good attorneys. These attorneys can walk into a client’s office and say: “I’m the same guy you worked with at Big, Bigger and Biggest but I now cost you about 1/3 what I cost you back then because I own the firm”. Same attorney, lower price. That is a sale. Small Law Firms Eat What They Kill Small law firms (especially sole practitioners) understand if THEY don’t bring in the business, nobody will. Business development has always been a priority for these folks. Survival is a tremendous motivator. Small firms will go to great lengths to land a client. They focus on business development. They make it a priority. Efficiency is a Way of Life If you can’t afford an assistant, a fancy office and a regular table a Capital Grill, you learn to get the most out of the things you can afford. Small law firms make efficiency a way of life. They focus on necessities and they get by without the window office on the 45th floor of the tallest building in town. Hourly Billing Disappeared a Long Time Ago Clients have been telling lawyers they hate hourly billing since the 1940s. Small law firms are the only ones listening. Many of my clients in solo practices are winning business from large companies by offering alternative billing strategies. This is business that, until recently, was the domain of BIG LAW. Large law firms can’t figure out alternative billing. It makes their heads hurt. The small guys get it. And the clients love it. Relationships Still Matter People do business with other people. They don’t do business with THE FIRM. Lawyers who are great at establishing and maintaining relationships will always win more business than those who do not possess those skills. The smaller the firm is, the more important relationship development becomes. This forced human interaction makes you think about the needs of the client. And that is a very good thing. How can you THINK SMALL and grow your law practice? Are there BASICS of human interaction you have let slip as you pursued the almighty dollar? If you want to get your focus back, give me a call. 888.692.5531 Link: http://www.rainmakerlawyer.com/site/permalink/small_firms_beat_big_law_firms_at_marketing/