2. Overview
Presenter Background
Practical business development tools
Social networks and contact management
Speaking opportunities and press coverage
Tracking clients, prospects and trends
Finding templates and advice to improve productivity
Steps You Can Take Now
www.vitalaccess.net
3. Scott Lichtman Experience
20 years in marketing, business dev. and
online services
MIT (computer science), LSE (economics),
Harvard (MBA)
Ran licensing at Oracle
Introduced secure instant messaging service for law firms
Most recent company built network of 30,000 industry experts for
witness testimony and investor advice
Have used blogs (vitalaccess.wordpress.com), podcasts, webinars,
video streams, social networks (www.linkedin.com/in/scottlichtman),
IM, e-newsletters to expand clientele
Currently working with IP attorneys on business development –
wrote online best practices guidebook
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4. EFFECTIVE & PRACTICAL
BUSINESS DEVELOPMENT
Scott Lichtman / Vital Access
www.vitalaccess.net
5. Results vs. Efforts
Online Efforta
Online Objective Results
Present “Sure, I’m online and 1-2 hrs upfront +
welcome connections.” 1-2 hrs qtrly
* Credible Prospects who know you 5 hours upfront +
are impressed enough to 2-4 hrs monthly
pursue relationship
** Facilitative Impression is strong; multi- 8 hours upfront +
site presence encourages 6-8 hrs monthly
referrals, speaking, quotes
Leader New clients and orgs. 10 hrs upfront +
approach you as domain 5 hrs wkly
expert
** Sweet spot for most law firms
a Effort is at least 1/3 less per person if a team engages in parallel. Doesn’t
include in-person networking time .
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6. Business Development & Marketing
is best done as a Team Effort
There are strong efficiency and impact effects of coordinating business development across a practice
area or entire firm. Avoid a “he/she will try marketing for the firm and see what happens…” approach.
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7. SOCIAL NETWORKS &
CONTACT MANAGEMENT
Scott Lichtman / Vital Access
www.vitalaccess.net
8. Social Networks, Profiles &
Contacts
* LinkedIn – best for cross-industry business & clients
* Martindale Connected – complete lawyer coverage
Also,
ZoomInfo – automatically collects information from your career
mention online but needs correcting
Plaxo – Outlook add-on that informs you of colleagues’ job/address
changes, good if you have hundreds of contacts
Legallyminded is ABA’s social network; still improving
Facebook – school friends and “hip” factor
Strategy
Build one client-oriented personal profile for LinkedIn and use in
multiple sites
Build a list of everyone relevant you know and connect via 1-2 sites
Find reasons to stay in touch – questions, group lunches, b’days
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9. Checklist for Your Profile on
LinkedIn and Beyond
Professional headshot photo – clients choose people to work with, not resumes
A noteworthy title – e.g., “Practice Leader in Trademark and Copyright Law” vs.
“Attorney”
Description of your services that speaks to your audience, e.g. “I help your team
design and protect its brand” instead of “Relevant services are trade marks, trade
dress, unfair competition.”
Note all relevant credentials – articles published, classes taught, Bar affiliations,
community awards
Mention industries you have served and public cases – quote that conference
Join online affiliation groups in the network – both alumni groups and respectable
industry discussion forums; 4 – 8 groups is reasonable #
Make connections with clients, affiliate law firms, former employer colleagues, law
school friends – compile your list, import in spreadsheet format, find those already in
the social network to link to; a dozen is reasonable, 25-50 is impressive
If you are available for quotes or speaking, note the topics
Use consistent style across lawyers at the firm; and enter Company profile if available
See this link for a superlative, mock profile example:
www.superlawyers.com/examples/attorney_expanded_profile.html
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10. LinkedIn Sample One – State Qualifications
in Terms of Client Benefits
I help clients design and protect their brands - including
naming selection, copyrighting original content, implementing
e-commerce sites, negotiating licensing rights, monitoring
competitors’ use of similar ideas and litigating/settling
disputes.
In each situation, I teach my clients the most relevant legal
considerations around the world, enabling your management,
marketing, inside counsel and other teams to make informed
decisions and trade-off business protection with agility and
cost considerations.
Together we evaluate and apply each tool available to you,
including trademarks, copyrighting, design patents, and unfair
competition law.
From www.linkedin.com/in/annesterba. Text is from a Vital Access attorney client.
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11. LinkedIn Sample Two –
Establish Credibility
[NAME] represents clients in general corporate, antitrust, intellectual
property and business litigation matters. His practice focuses on
assisting clients in navigating the unique challenges that
businesses face in the rapidly growing e-commerce market. He is
an attorney in [FIRM’s] Corporate/Securities, Business Litigation
and Intellectual Property Practice Groups.
[NAME] is a founding member of the firm's Brand Equity and
Strategic Distribution Group. He helps companies devise
distribution strategies that focus on growing and promoting a
company's brand in the ever-evolving online marketplace. Previous
strategies have successfully limited unauthorized resale of product
in various online markets (eBay, Amazon, etc.) and have quelled
the importation of grey-market and counterfeit products by targeting
a myriad of international websites (Alibaba, Marktplaats, eBay.de,
etc.).
[NAME] is a member of the Anti-Trust and Litigation sections of both
the American Bar Association and the Boston Bar Association.
From www.linkedin.com/in/morgann. This content is not associated with a Vital Access client or colleague.
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12. LinkedIn Sample Three – Indicate Your
Specialties within a Practice Area
I have worked extensively with both manufacturing and non-
manufacturing technology entities, such as universities and the NIH,
and have developed expertise in assisting in the transition of
technology among such organizations. I focus on both the planning
and execution of intellectual property strategies for both emerging
and mature businesses. I and my colleagues participate often in
intellectual property-related business activities such as due
diligence inquiries, freedom to operate analysis, portfolio planning,
and opinion writing. While I have background in wide ranging
technical fields, my recent work tends to concentrate in
chem/bio/pharma, medical devices, and in nanotechnology. I look to
integrate intellectual property in the overall scheme of business
planning in order to maximize cost effectiveness.
I am a senior partner in one of America's largest law firms dedicated
solely to patent, trademark and copyright law. While I have a
background in intellectual property litigation, in recent years, I have
concentrated upon client counseling, patent planning, patent
procurement and the business opportunities and challenges which
attend these activities
From www.linkedin.com/pub/1/a2/424. This content is not associated with a Vital Access client or colleague.
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14. Plaxo
An add-on to
Outlook
Checks if your
contacts are
among its 10m
members, then
keeps their job
and address
information up
to date for you
(if you mutually
agree)
Now also
updates you on
their questions,
blogs,
connections
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15. GETTING THE WORD OUT
Scott Lichtman / Vital Access
www.vitalaccess.net
16. Broadening Your Presence
Strategy
Focus on 1-2 compelling themes that drive new business, for
branding
Repurpose your content, for efficiency
Get published on others’ sites, for awareness
Tactics
Systematically seek speaking opportunities
Be quoted in an article or blog
Use surveys and Q&A to create dialogue around you
www.vitalaccess.net
17. Find/Create Speaking
Opportunities
Hone a speaking theme that’s business-oriented,
interesting to clients, timely and repeatable
Optional: back it with a survey or paper
Build a list of associations and partner firms that use or
would value speakers
Focus on a few associations you will spend time with, but make it
easy to contact other organizations with letter/call
Optional: find affiliates with complementary themes to co-present
(eg financial firms), or moderate a panel
Nurture your pipeline of speaking opportunities
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18. Sample Speaking Topics for IP
Law
“Before” Topics:
Trademarking primer; Licensing Do’s and Don’t’s; Trademark vs. Trade
Dress
“After” (identified a target market and their interests, wrote letter &
Protecting Your Fashion Brand in Tough Economic Times – Budget-Conscious Trademark and Copyright Steps
abstract):
You Should Take Now
The current economy isn’t limiting the creative ideas at fashion firms, but it is forcing them to think deeply about how
much to invest in protecting their brands. Holding back on protection now saves budget, but it can cause a high-potential
brand to lose profitability just when success arrives. In this presentation, NAME explains the cost-effective steps that
fashion firms should take now to protect their names, designs and products. She draws on case studies from well-known
brands including clients of her own. Questions she addresses include:
•Why have copyrights, design patents, trade dress and unfair competition protection been limited in protecting fashion
firms? How can you select from among these protections?
•How to pick and protect names for your company and product lines.
•How do you best defend against copycats and ensure you’re not sued as a copycat of a brand you’re not aware of?
•How is brand protection diluted when your items appear on sites like Facebook, YouTube, or eBay?
•What protective and value-enhancing steps must you take before distribution and marketing licensing agreements? What
about when you’re outsourcing manufacturing?
•When is it worthwhile suing, or threatening to sue, infringing brands?
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19. Sample Speaking Opportunity List
List of 40 speaking opportunities for IP lawyers in pharma, e-commerce, fashion sourced from industry
calendars, blogs, Gary’s List, industry associations. Build once, little maintenance thereafter.
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20. Backing a Presentation with a
Write-up
• Sample paper produced by a
law firm
• Became basis for a college class
• Simpler approaches include:
• Share your talk slides online
(www.slideshare.net or LinkedIn)
• Have a junior staff member or
organizer blog your talk for you
21. Distributing Your Content
Reporters and bloggers are seeking content
Pick 1-2 compelling themes you will promote repeatedly
Build list of 10 writers you read and want to be covered by
Friendly bloggers will reprint anything of value / interview you
Reporters want ideas for trends and colleagues to quote,
including you
Create a dialogue that gives you content
Build a quick online survey of market concerns and publish
results
LinkedIn has a Q&A section for quick polls
Zoomerang.com is one free survey builder
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22. Sample Article Quote
I let the writer know my interest, introduced her to
others for interviews, and became the lead quote.
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23. Sample Q&A in LinkedIn
I used this question and 4 responses as the
basis for a consulting proposal to a midsize
financial firm and obtained new contacts in the
investment field.
NAME
NAME
24. Sample Survey
• 6-question survey designed and published in 60 minutes for free at zoomerang.com.
• Survey responses also identify prospective clients and the best ways to reach them.
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26. Use a Blog Reader as Your Personal
Client/Prospect Tracker
Blog readers can work as a page in your browser
Compile the most relevant alerts, advice and business news in one
page that’s always up to date
Event (speaking oppty) calendars can be read in blogs,
e.g. GarysGuide.org for comprehensive NYC area tech events
Google and Yahoo accounts let you monitor custom searches every
day in your blog reader, e.g. any news about clients
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27. Read Blogs for Legal/Business
Commentary
Try ABA’s blawg directory or Larry Bodine blog, highest rated for law marketing
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29. Sites with Sharable Resources &
Advice
JDSupra.com
Free online publishing for legal documents and work product
Includes court filings, decisions, forms, articles, newsletters
Suggested: try a few document searches to validate depth
Precydent.com
Specialized search engine for law cases, government regs and
forms
Fastcase.com
Access to decades of state and federal case documents for
$95/mo.
LegalOnRamp.com
Social network of a few thousand, best for advice sharing
Robert Ambrogi’s blog tracks useful web sites for lawyers
www.legaline.com/lawsites.html
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30. NEXT STEPS
Scott Lichtman / Vital Access
www.vitalaccess.net
31. Achieving Traction
Pick modest goals to start
1-2 “Credible” presence actions, plus
1-2 “facilitative” networking activities
Agree that a critical mass in the practice will participate
Reward staff for being the go-to’s for a technique
Consider additional resources – writing, speaking
arrangements, data input, – to supplement your time
Allocate time each week / move purposefully
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32. Suggested Early Steps
Connect
LinkedIn & Martindale Connected profiles & connections for
everyone
Plan to touch ‘x’ contacts / month / person… & measure activity
Be recognized
Identify 1+ theme per practitioner you will demonstrate expertise
in
Use 2+ outlets for your ideas and materials outside MLC website
Reach out
Identify 2+ associations or affiliates you will invest in co-
marketing
Senior practitioners to organize 3+ presentations/gatherings per
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33. Contributing when You’re not the
Most Senior Professional (Yet)
Perform research, draft surveys and papers for industry themes
Be credited as co-author
Reach out for your partners’ speaking opportunities
Begin relationships with influential associations
Get invited on committees
Be the firm’s eyes and ears on important trends and issues
Coordinate events at your practice or at an association
You are the host for speakers and every guest at the door
Be a technology or marketing champion, e.g. coordinate LinkedIn
Hone your skills for promoting your brand and that of your firm’s
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34. Starting Checklist
Are all your contacts stored electronically?
Have you identified ideal prospective clients?
What prospecting techniques work best for you, and
which online techniques complement those?
How much time can you invest in client development
and how can you leverage others’ time?
What associations, complementary firms, affiliate law
firms, are you prepared to invest time with?
What topics are you especially well qualified to speak
about (versus others in your specialty)?
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35. Client Development is a Relationship
Skill…
…but online tools make it easier.
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