Dodo Loves Marketing

Law firms are rarely considered cutting-edge organizations, but with their use of graded levels of achievement, they are far ahead of most companies. Although all lawyers are free to choose more conventional career paths—moving into the management of other lawyers, perhaps, or becoming a legal generalist for a corporation—these levels of achievement provide lawyers with an alternative, but equally respected, path to growth. It is a path that offers them both the opportunity to become experts and a simple way to track their progress. ..more

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To help him prepare, ask him to write down answers to these three questions before each meeting:

A. What actions have you taken? These should be the details of his performance over the last three months. He should include scores, rankings, ratings, and timelines, if available

B.What discoveries have you made? These discoveries might be in the form of training classes he attended, ..more

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Mailing and phoning around 200 people over a three-month period (60 working days) means you only have to make a few mailings and follow-up phone calls per day.

Never mail a huge amount all at once as you will get so far behind in trying to contact people for an appointment that you will be overwhelmed and stop trying. Instead, mail three or four each night and, after an interval of about a week, phone those three or four people. If you don’t reach them on the first try, try once more that day.

If you reach them, terrific! If you don’t, send a note-card saying, ‘Sorry I missed you.’ Just keep moving. Do not get bogged down by worrying about the 200 people as a whole. Simply see them as small lots of three or four mailings and a few phone calls per day. ..more

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