Poor follow-up: another symptom of underearning attorneys

November 8, 2012 by
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Yesterday’s post was about the price you pay for under-valuing and under-pricing your services. It is one of the 12 “Symptoms of underearning” on the Underearners Antonymous web site.

Today’s post is about another symptom of underearning common to attorneys. It’s number 11 on the list, “Not Following Up”. This includes failing to follow up on “opportunities, leads, or jobs” or beginning many projects and tasks and not completing them.

“Not following up” may be caused by psychological issues (i.e., low self-esteem, fear of failure), but it’s often just a matter of poor organization.

There was a period in my career when I had a large number of people I needed to follow up with every day. These were prospective clients I had spoken to but who weren’t ready to sign up. I needed to follow-up with them in 30 to 90 days. If they still weren’t ready, I would schedule another follow-up.

Every day, I spoke to prospects at various stages of readiness. Some I’d spoken to once, others I’d spoken to several times. Every day, new prospects were added to the list and before long, I started to fall behind. Out of necessity, I developed a system for tracking follow-ups. It allowed me to efficiently manage hundreds of prospects who were in my “funnel” at any given time.

You may not call prospects like I was doing, but the concepts behind this system may help you stay on top of other follow-ups you need to do.

The first thing I did was make a prospect tracking form. It was a single page with space for their contact information, notes of our discussions, and a place to record the next follow-up date. Everything I needed was in one place. (I do everything electronically today, but the principles are the same.)

Next, I developed a set of rules for when follow-ups would take place. As I recall, I had criteria for two week follow-ups, 30 days, 60 days, and 90 days, depending on their level of interest and stated reasons for not going forward.

The key to making this work was to decide when to follow-up, and record it, before moving onto the next prospect. There were four choices for follow-up and all I had to do was choose one. Prior to this, I would put the day’s tracking forms in a pile and go through them at the end of the day, deciding when to follow up. This wasted time and was unnecessary. With my new rule, I looked at the page just once and not again until the follow-up date arrived.

What did I do with the tracking form? I filed it in a manual “Tickler” file, a metal file box with hanging folders. I used a variation of the system described at 43 folders–twelve monthly folders and 31 daily folders. As I scheduled follow-ups, I filed them in the appropriate folder (well, on the closest weekday).

Every day, I would empty that day’s folder and move the empty folder to the back of the group. At the end of the month, I would do the same thing with that month’s folder. This way, “today’s” folder was always in the front of the box.

Every day, I knew exactly who to call. When I was done with those calls, if they still weren’t ready to sign up, I put the prospect form back in the tickler box at the appropriate future date.

Why not use the calendar? Because the calendar should be reserved for tasks that are due on a given day, like an appointment. If you want to follow up with someone in 30 days, this is approximate. If you don’t call them on that day, they won’t know it. So if you aren’t able to do some of your follow-up calls on a given day, you can move them to the following day.

There were times when I scheduled a follow-up for a specific day and I did put those on the calendar. If the prospect and I had a phone appointment (which I encouraged), the date and time were scheduled on my calendar. If the time was not specified but I was asked to call on a certain date, I would calendar it for that day but not at a specific time.

This system made me a champion at follow-up. I signed up many new clients that I am sure would have otherwise fallen through the cracks.

You may be wondering how many times I followed-up with a prospect. Well, some of my prospects didn’t sign up until I had followed-up six or seven times. Some, after ten or more. So, I my rule for how many follow-ups: Follow-up until they “buy or die”.

It kept things simple. And profitable.

Want to earn more even if you’re NOT good at follow-up? Download The Attorney Marketing Formula and find out how.

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Filed Under: Closing the sale, Productivity, Salesmanship Tagged With: , , , , , ,

If you do this, you won’t have to join “Underearners Anonymous”

November 7, 2012 by
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I heard from an attorney recently who said his business is off. When I asked him why he thought that was, he referred me to a page on the “Underearners Anonymous” website that lists 12 “Symptoms of Underearning”. He claimed he had all 12.

I don’t think that’s really true and I don’t think he believes it, either. He’s blowing off steam. I know he’s been very successful in the past and his current situation is undoubtedly a temporary slump. But he is correct in looking inward for answers because even in a bad economy, many attorneys are thriving.

In today’s post, I want to talk about one of these 12 systems because I see it a lot. I’ll cover a second symptom in tomorrow’s post.

Number 7 on the list is “Undervaluing and Under-pricing’ — We undervalue our abilities and services and fear asking for increases in compensation or for what the market will bear.” I’ve done hundreds of consultations with attorneys and I can tell you that “undervaluing and under-pricing” is very common.

Charging less than you could is an obvious cause of lower income and it’s an easy fix: Raise your fees. But that’s easier said than done for the attorney who undervalues his or her services. If you don’t believe you’re worth more than you currently charge, you must first reconcile that belief with the truth.

Do your homework. Find out what other attorneys with similar experience charge. If most charge more than you do, you can assume that you can safely set your fees higher, and get it. And if you can get more, then you are worth more. Yes or yes?

What if you’re not worth more than what you currently charge? Well, then you’re not undervaluing yourself, you’re undervaluing your potential.

If you’re not worth more, charging more isn’t a good idea. You can get away with it for awhile but you will be found out, eventually. Instead, you need to increase your value. When you are worth more, you can charge more.

What about the attorney who knows he is worth more and still doesn’t raise his fees? These attorneys (and there are a lot of them) are afraid that if they raise their fees their clients will leave. And this is not without justification. Some clients will leave. A lot may leave, in fact, but losing clients is not the only thing to consider.

If you increase your fees you may lose some clients. But you can replace them with other clients who pay you more. The additional revenue from these new, better-paying clients, will offset the loss of revenue from clients who leave. Eventually, when you’ve replaced enough of the clients who leave, you’ll be earning a lot more than you do now.

You’ll probably want to increase your fees in phases. Start with new clients. They only know what you tell them and you won’t tell them about what you used to charge. As you get more new clients at higher fees, you can begin to raise fees for existing and former clients.

By the way, I said earlier that you should look at what other attorneys charge, to find proof that you can safely charge more than you do now. But be careful. What other attorneys charge doesn’t preclude you from charging more than they do, so don’t let it. But many attorneys do.

Many attorneys are afraid that if they charge more than other attorneys in their market, they won’t get hired. Well, there’s truth in that, too. If you charge more, some clients won’t hire you. But guess what? There are enough who will. And those are the clients you really want.

Set your fees high, my friend, and then do everything you can do to justify those higher fees. Give more value than other attorneys give and you’ll earn more than other attorneys earn.

If your clients say things like, “Yeah, she charges more, but she’s worth every penny,” then you know you’re doing it right.

If you want to learn how you can be worth more so you can charge more, you need The Attorney Marketing Formula.

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Filed Under: Attorneys fees, Client loyalty, Fees and Billing, Increase your income Tagged With: , ,

Yes, you do have time for marketing

November 6, 2012 by
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One of the most common reasons lawyers give for not marketing (or not marketing enough) is that they don’t have the time. Of course I don’t agree with that. There’s always time. You can make substantial progress in marketing your practice in as little as 15 minutes a day. I don’t care how busy you are, you can “find” 15 minutes a day.

You know this is true. And you also know that marketing is important to your success. So if you ever find yourself saying, “I don’t have the time,” you know that’s just an excuse. The real real reason is that you don’t know what to do, or, you don’t want to do it. So you tell yourself you don’t have the time.

If this sounds at all familiar to you, I have a suggestion. A place to begin.

Put 15 minutes on your calendar each work day. Call it “marketing time”. Make it an appointment, with yourself. Tell your secretary that you are busy at that time and not to book anything else for you. If a client calls and wants to talk to you during that time or come in to see you, you have to say no. You’ll talk to them 15 minutes later. You already have an appointment at that time. It’s your most important appointment of the day, and you can’t miss it.

Will you do that? Will you commit to a 15 minute appointment every day? Good. You’re on your way.

Now, what do you do during that time? If you don’t know, I suggest you start out by reading this and other marketing blogs. Just read. Take some notes. Write down ideas.

You will probably find a lot of things you don’t want to do. But you will also find some things you do want to do. Do this for a couple of weeks and you will have plenty of ideas you’ll be itching to try.

Once you try them, and once you see some results coming in, you won’t have to “force” yourself to keep your 15 minute appointment. In fact, marketing time may become your favorite appointment of the day.

One of the six key strategies in The Attorney Marketing Formula is leveraging time to get more results from less effort. You can read all about it on this page.

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Filed Under: Increase your income, Marketing legal services, Marketing Plan, Productivity, Time Management

Goal setting and the law of attraction

November 5, 2012 by
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He never said, “The Law of Attraction,” but when Earl Nightingale recorded “The Strangest Secret,” that’s what he was talking about. Throughout history, the phenomenon has been described in many ways, but they all mean the same thing: “We become (attract) what we think about.”

So if you think about money all the time, you should attract plenty of it, right? In theory. But in practice, when we think about money, we’re usually thinking about the fact that we don’t have enough, why we need it, and why it has eluded us. We’re not thinking about “more money” we’re thinking about the absence of more money and that’s exactly what we attract.

We attract what we think about. Think about wellness and you attract wellness. Think about illness (or, more properly, the absence of wellness), and you attract illness.

if this concept seems like “new age” folly to you, think about it in terms of what we know about the human brain.

Our subconscious mind cannot distinguish between reality and imagination. If you walk up to a closed door and hear the sound of a roaring lion on the other side of it, you will have a physiological response to that sound (fear, rapid heart rate, sweating, etc.) and you will hesitate to open that door. If you believe the lion is clawing his way through the door, your subconscious will inject adrenalin into your bloodstream and give you the urge to flee. It will direct more blood to your leg muscles to make that easier.

You will have the same response to the sound of the lion whether it is made by a real lion or a recording.

Your subconscious mind works to protect you and your perception of reality. Our nervous systems plays a role. In a previous post about “Why goal setting works,” I said that the Reticular Activating System (RAS) filters the stimuli around us, making us more aware of threats and opportunities.

If you think about getting more money, your subconscious, in conjunction with the RAS, helps you spot opportunities, wake up earlier, and remember to smile when you meet the right people. On the other hand, if think about your lack of money, your subconscious mind will guide you towards behavior that is consistent with that reality. You will find yourself missing opportunities, or sabotaging them.

What does this have to do with setting goals? Well, we are told that, “A goal without a deadline is just a dream,” so when we set goals, we are told to set a date for their accomplishment. The deadline starts the clock ticking and whenever we think about the goal, that ticking clock reminds us to get to work.

That sounds like the right idea, but in the context of the Law of Attraction (or it’s physiological equivalent), the impending deadline may actually cause us to attract the opposite of what we want.

Here’s what I mean.

Let’s say your goal is to earn an additional $50,000 in the next 12 months. If you believe that this is possible and you have the resources and plan to accomplish this, fine. But too often we set goals that are out of our reach and instead of rising to the occasion, we fail to accomplish them.

You start thinking about why your goal is difficult to achieve. You think about all of the things that could go wrong. You might think, “I don’t have enough time,” “I don’t really know what I’m doing,” or “I’m not going to be able to do this by myself.” You’re not thinking about reaching your goal, you’re thinking about not reaching your goal, and “not reaching it” is what you attract.

In setting my own goals over the years, I’ve found that “what” and “why” are more important than “how” and “when”. When I think about what I want and why I want it, it feels good. As long as I stay with that feeling, I move forward. When I think about how I’m going to accomplish my goal, or when, those good feelings often dissipate.

So, should we set our goals low enough that we’ll be assured of achieving them? No. It may feel good to accomplish them, but if the bar is too low you won’t be accomplishing much. The answer is to set goals that you really want, but not let yourself get caught up in their achievement. Today I focus more on what I want and less on how I’m going to get it. I don’t get hung up on deadlines. I trust that my subconscious mind will take me where I want to go and that I’ll get there at the right time.

I let my feelings guide me. If what I’m thinking feels good, I keep going. If it doesn’t, I change what I’m doing or I change my thoughts.

Some say this is God’s hand at work. Others stick with the physiological explanation. Some say the Law of Attraction is the answer. I don’t know how it works. I just know that when I listen to my instincts, I’m almost always guided in the right direction.

I still have goals. But I don’t let my goals get in the way of my dreams.

If your goal is to increase your income, get The Attorney Marketing Formula.

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Filed Under: Goal Setting, Personal development Tagged With: , , , , , ,

Don’t Worry, Be Happy

November 2, 2012 by
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In 1988, Don’t Worry, Be Happy reached number one on the Billboard music charts, a position it held for two weeks. Bobby McFerrin’s a cappella hit had us singing (or whistling) along, buoyed by it’s upbeat message. Right now, there’s a whole lot of worrying going on in the world and it might do us all some good to listen once again.

“In every life we have some trouble. When you worry you make it double. Don’t worry, be happy……” (lyrics)

A long time ago, I eliminated the word “worry” from my lexicon. Worry is not a helpful word, or emotion. All it does is make you anxious. Today, I might be “concerned” about something, but never worried. I find I can deal more clearly with things when I’m not caught up in the emotions surrounding them.

Worrying about a problem will never fix it. Creative thinking, asking for help, taking action–these can fix a problem, but not worry. So stop it. Stop worrying about your problems. Get yourself a big box and put all your worries in it. Set that box on fire. Burn it up. You don’t need what’s in it, so get rid of it. (At least put it in storage. You can come back later if you really miss your problems.)

“I’ve had a lot of worries in my life, most of which never happened.” –Mark Twain

While you’re at it, throw into your box all of the things you worry about that aren’t problems. Stuff that never happened and probably never will. That includes all of the “missed opportunities” that nag at you. All of the shoulda’s, coulda’s, and woulda’s.

What good is it to worry about your web site and all of the search engine traffic you’re NOT getting, for example? Let it go. Stop thinking about it. In fact, what if you never had to think about SEO again? How would that feel? You wouldn’t have to think about it or read about it or spend money on it.

Release it. Let it go.

There are other ways to get traffic (and clients) that have nothing to do with search engines. Sure, it’s nice when you get them through search but wouldn’t it be nice to know you don’t have to depend on it?

Relax. Everything will be fine. Don’t worry. Be happy.

“Here is a little song I wrote
You might want to sing it note for note
Don’t worry be happy

Now that you’re feeling better and you have more free time, you can explore SEO if you want to. But only if you want to, not because you have to. No worries, no “have to’s,” just an opportunity. Do it or don’t do it.

Make a list of things you’re thinking about right now. Projects, ideas, things you have to do. Make sure you add anything that you’re worried about. Get them off your desk and out of your head. That alone feels good, doesn’t it?

Then ask yourself, “How many of these things could I cross off my list?” If you can’t cross them off, label or tag them with “someday/maybe” and file them away, out of sight.

Spend your time thinking about things that are important, and things that feel good when you think about them. No, you can’t ignore your responsibilities or pretend you don’t have any problems. But you don’t have to worry about them, either.

Need clients? Don’t worry. Get The Attorney Marketing Formula and be happy.

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Filed Under: Career satisfaction, Dealing with stress, Inspiration, Personal development, Productivity Tagged With:

How to write something when you don’t know where to start

November 1, 2012 by
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It’s November and you know what that means? NaNoWriMo!

What’s that? You don’t know about National Novel Writing Month? I wrote about it last November when I shared some thoughts about “Writers’ Block”.

You may not aspire to be the next John Grisham, but if you’ve ever struggled to write something you’ve never written before, and you don’t know where to start, I have a possible solution.

When I was in high school, my parents had a friend who created several TV shows, wrote screenplays, non-fiction, and music. He also did some acting. Anyway, he didn’t have a musical background, but he wrote some very clever songs. One day, my father asked him how he did it.

He said he took an existing song he liked and used it’s structure as a template. He changed it, note by note, until he had an original piece that was nothing like the one he started with, except maybe in length, key, and tempo. (Since he couldn’t read music, he recorded himself humming his new tune and had someone transcribe it.)

For the lyrics, he took the original words and changed those word by word, or he found another song he liked and changed those words to create a new song to go with his new music. He used the same technique for creating screenplays.

Instead of writing from scratch, he re-wrote something that was already written. He didn’t plagiarize or steal ideas. He took the original, pared it down to it’s skeleton, and added new flesh and sinew to give life to a completely new creation.

Now don’t get me wrong, the guy had talent. Lots of it. He simply used his note/word-changing technique as a starting point. If I ever write a novel, that’s exactly how I will start.

After all, isn’t “getting started” the hardest part of doing something new? Once you have a first draft, you can make it better. But so many aspiring writers never get started so they never have a first draft they can improve.

If you wanted to use this technique to write the first draft of a novel, find one you like (in the appropriate genre and voice, i.e., “first person detective”) and create a “step outline”–a sequential list of the plot points. Note the number of major characters, when they are introduced, and their role (i.e., friend who encourages, villain, love interest, and so on). How many chapters are there? How long are they? When does the crime take place? When do we meet the hero?

Now you have a story skeleton, but of course it’s for someone else’s story. Your job is to change things, point by point, element by element, to write your own.

Your setting will be different. San Antonio instead of San Clemente. Your characters will be different. If the victim in the original was an insurance investigator who is murdered to cover up a fraudulent claim, your victim might be an accountant who knew too much about his crooked client’s business activities.

You write your own novel, using the structure of the original, but nothing else.

Now I didn’t say yours would be a good novel. That’s easier said than done. But your novel will at least be the right length, number of characters, and have the requisite elements in it. You’ll have a workable first draft.

You can use the same technique to write something much less ambitious, like an article or report. Decide on a topic you want to write about and find a model. How many paragraphs? How many main points? How many bullet points? Use this as a template.

Doing something new is much easier when you have a place to start. Fortunately, you don’t have to invent the place the start. You can follow someone who already finished.

Would you like a template for marketing your legal services? Use this

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Filed Under: Communication, Copywriting, Newsletters, Productivity, Writing Tagged With: , , ,

The most important part of a live presentation

October 31, 2012 by
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Last night I did a one hour presentation. At the end, I was introduced to a young man who had been in the audience. The gentleman who introduced him told me what the young man liked best about the presentation: my suit.

Not my content. Not my delivery. Not my jokes. My suit.

I didn’t know if I should take this as a compliment or an insult. Didn’t he like what I said? After all, he was there for information, not a floor show.

Granted, it was a nice suit and I was wearing a very spiffy red tie, but what about what I said? Did I. . . blow it?

Not at all. He was persuaded by what I said and wanted to take the next step. He just liked my suit.

I thought about this and realized that while content is important, it’s not the only thing you have to get right in a presentation. People look at your appearance. They notice the lighting and sound quality, the music, even the coffee. All of the little things are important and you have to get them right.

A month from now, if this young man thinks about last night he’ll probably remember my suit. Not my name or anything I said. My suit and my snazzy tie. That’s the image he’ll remember. Someone else might remember a song they liked, the hostess’ smile, or a story I told that evoked a pleasant memory.

People rarely remember what you said. And that’s okay. What you say isn’t the most important part of the presentation. The most important part of a presentation, what people remember long after it’s done, is not what you said, it’s how they felt when you were saying it.

When you give your next presentation, whatever the objective–a verdict, a new client, or a response that says “tell me more”–don’t rely solely on your content, however logical and persuasive it might be. You have to get all the little things right, too. Do what you can to make people feel good about you, about what you’re saying, and especially, about themselves. Use humor if you can. Tell stories. Make sure the coffee is good. And wear a nice suit.

The Attorney Marketing Formula really works. More clients, more income. Hey, it’s a formula.

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Filed Under: Communication, Marketing legal services, Presentations

Undecideds win close elections and build law practices

October 30, 2012 by
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In a close election it is undecided voters who carry the candidate or cause to victory. One of the biggest blocks of undecideds are “low information” voters–people who ordinarily don’t pay much attention to politics until a few weeks before the election.

Another block of undecideds are supporters of third party candidates who, at the last minute, realize their candidate doesn’t have a chance to win and are open to choosing another candidate.

In most consumer-based law practices, prospective clients are “low information voters”. Unless and until something occurs in their life (divorce, accident, arrest, lawsuit, etc.), they won’t pay much attention to anything you might say. They don’t have a problem (that they are aware of) and they aren’t in the market for an attorney.

In a business oriented law practice, prospective clients are often “third party supporters”–they have an attorney they are reasonably happy with and aren’t looking to switch, at least for now.

In either case, your prospective clients aren’t interested in what you can do for them. They won’t notice your ads or ask their friends for a referral. There’s no impending event that forces them to pay attention.

But eventually there will be. Your objective is to be there when that occurs.

Your strategy is to put mechanisms in place that allow you to be found and recommended when prospective clients are finally in the market for an attorney. Depending on your practice area, target market, and personal preferences, this might include:

  • A strong Internet presence–blogs, search engine optimization, social media connections
  • Referral strategies–equipping your clients and professional contacts with information they can disseminate
  • Search-based advertising–classifieds, PPC, directory ads
  • Networking–meeting those who are in the market and the people who can refer them

Position yourself to be found when prospective clients realize they have a problem and go looking for a solution. This is usually more profitable than targeting “pre-need” prospects–people who don’t yet have a problem or aren’t ready to do something about it.

However, you may also want to target pre-need prospects who have a problem but don’t fully understand the risks or their options. Estate planning seminars, for example, can be effective at persuading “no need” and “vaguely aware of a need” prospects into becoming paying clients.

The best plan is to target all three types of prospects. Focus primarily on those who are looking now, but don’t ignore those who will be looking later.

The Attorney Marketing Formula shows you six key marketing strategies for getting more clients and increasing your income.

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Filed Under: Marketing legal services, Marketing Plan Tagged With: , , ,

Why good attorneys achieve mediocre results

October 29, 2012 by
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An expert, addressing a group of lawyers starting their own practice, offered this advice:

“Your goal, if you expect to have lots of happy clients and turn a sweet profit, is efficiency. That means creating systems, for instance, that eliminate double and triple entry of information—client information, case information, conflicts information—and looking for systems that save you time and reduce paper and administrivia [sic].”

I agree that efficiency is important. You should use systems and tools that eliminate redundancy and waste and allow you to maximize your time and effort. I credit much of my success to developing these systems and using the right tools. But while efficiency is important, effectiveness is far more so.

Efficiency means “doing things right”. Effectiveness means “doing the right things”. The difference is crucial.

You can be inefficient (i.e., sloppy, slow, distracted, riddled with mistakes, etc.) and amazingly successful in your career, if you are doing the right things. I know people who waste a lot of time and money and don’t get a lot of things done but are at the top of their field because they get the important things done.

I know others who are very efficient but achieve no better than mediocre results in their careers because they are efficient at the wrong things.

It’s far more important to choose the right practice area, for example, than to have the latest software. You’ll earn more by focusing on marketing instead of accounting. Your amazing library isn’t nearly as valuable as your amazing client relations practices.

Many attorneys achieve mediocre results because they major in minor things. They master the details but forget the big picture. They’re climbing the ladder of success, only to find that the ladder is leaning against the wrong wall.

Yes, you want to be good at what you do. Just make sure that you’re doing the right things.

If you want to be effective AND efficient, get The Attorney Marketing Formula.

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Filed Under: Increase your income, Law office management, Productivity, Time Management Tagged With: ,

Why lawyers should target clients who WON’T hire them

October 26, 2012 by
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Are you planning to upgrade to Windows 8? I’m not. At least not right now.

I use Vista on my PCs. It’s not the most feature rich or trouble free, it’s certainly not the fastest, and in no way would anyone say it’s the best OS. But it works. So why switch?

If I switched, I might find that like any new software, Windows 8 has bugs or conflicts or other issues that cause me headaches. Why take the chance? I remember thinking the same thing when Windows 7 came out.

So, for now, I’ll stay where I am.

Guess what? It is this same mindset that keeps your clients from “upgrading” you. They’re used to you. You’re working. You may not be the best, but they don’t want to risk switching because your replacement could be worse.

So unless you’ve screwed up, your clients will probably stay with you. If you haven’t neglected your clients, they’ll probably return. Inertia keeps me from upgrading my software and it keeps clients from “upgrading” you.

But what works for you also works for other attorneys. Their clients will also stay put. So, if your marketing strategy is based on getting clients to switch firms and hire yours, you’re going to have a tough time of it.

However. . .

Eventually, some of those those other attorneys will screw up. At that point, their clients will be open to hiring another attorney. You should be there when that occurs.

But how do you do that? How do you get in front of prospective clients at precisely the moment when they are again “in the market” for a new attorney?

You have two options:

1. Advertise. Keep your marketing message in front of your target market. When someone is ready to change lawyers, they may (finally) notice your message and respond.

2. Build relationships. Network with prospective clients in your target market, even though they are happy with their current attorney. Be “number two” on a lot of lists and when “number one” screws up, dies, or retires (or has a conflict of interest), there you’ll be.

There’s a lot of money to be made signing up clients who are ready to upgrade their attorney. Just make sure your version is bug-free.

Get The Attorney Marketing Formula and learn key marketing strategies for getting more clients and increasing your income.

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Filed Under: Client loyalty, Client relations, Marketing legal services
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