In legal marketing circles, there’s an ongoing discussion about client satisfaction surveys – who should conduct them, what form should they take, how frequently should they be administered, etc.  The problem is that the focus of these surveys is entirely wrong. [R]arely do customer satisfaction surveys even ask for information about the particular needs and […]

It seems as though every few months, some sales guru posts advice to attorneys and other service professionals about creating an elevator pitch. I can’t think of anything worse that being stuck in a small, enclosed space, inaccessible by others, with someone who is adamant about selling me something. My only thought would be to escape, […]