Stories & advice from two legal marketers on a quest to shake things up in the law firm community. Learn from our mistakes.
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Social networks make it easier for users to voice their opinion—opinions about anything and everything. But just because you can voice your opinion in no way means you should.

Writing has always been a release for me. I’m one of those almost-30-year-olds who still keeps a written diary. Weird for a technology fiend, but there’s a reason – because I’m human, and I have bad days. And because I have a career, one that can be public, I make sure to keep those bad days to myself. As much as I’d like to publicly vent my frustrations, I know better. Nothing good would come out of it, aside from some pressure being relieved. But apart from a temporary fix, I would be presented with a long-term problem. One that affects my career and reputation that I’ve worked hard to build.

A few weeks ago, Rebecca and I attended the Legal Marketing Association’s National Conference in Dallas. It was my third conference in so many years. With over 1,000 attendees, there were more Tweeters this year than any other. More users = more personalities, and a few who decided to use Twitter as their soapbox.

I must say…I was disappointed that people I consider colleagues took to Twitter to voice their negative opinions. Fine, you don’t like a presenter. Maybe a session was a joke, and you think you can do better. Or, maybe you’re listening from afar, and feel like you need to poke fun (I mean, who doesn’t have unlimited time to do this? [sarcasm, people]). It’s one thing to give criticisms, but entirely another to rip someone to shreds. And to do it on a platform where meanings are easily misconstrued. Online communities make it easy to “hide” behind a profile picture or as “anonymous,” but it’s cowardly to do so to hurt another human being.

I hope these people realized that senior members of our organization were “listening.” And so were the presenters who worked to put their presentation together – that doesn’t change, good presentation or bad. And these users who decided to publicly attack – their reputation is on the line because of the things they decided to publish. No one thinks you’re any funnier for making a mean-spirited quip about someone else.

As marketing professionals, especially legal marketers, we have to be very careful about how we’re perceived. It’s hard enough to work for lawyers, who have ethics they must abide by; now pile on some negativity and it’s likely you’ll be talked to about it. Why make it harder on yourself? Your colleagues, your lawyers, your law firm aren’t going to find the humor and may be quick to judge. Social networks still haven’t “earned” their rightful place in law firms, so it’s pertinent that you put your best foot forward, and not do anything that may jeopardize the hard work you’ve put in. Not only the hard work in your realm, but the work all of us in legal marketing have collectively put in.

Have an opinion, great – everyone should have an opinion. But keep the most negative ones to yourself. Before you publish, ask yourself, “what am I getting out of this?” A quick fix? A witty feeling? I would hope that, if the situation was reversed, and you were on stage in front of your peers, that you wouldn’t have the same experience as some of our presenters did this year.

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If you’re in legal marketing, it’s good to be a part of an organization to learn what’s going on in the marketing landscape and meet new people. Since legal marketing is a new niche, there are few organizations that cater specifically to us. And one of those organizations – one I am admittedly a part of – is the Legal Marketing Association. And like Rebecca said, this is our Superbowl.

Every year, they hold an annual conference, and I am once again very excited to attend. Rebecca and I will be live-blogging from Dallas, so stay tuned. Also, check out Lindsay Griffiths’s list of live-tweeters. Follow the hashtag #LMA12 and make sure to meet Rebecca & me in person. We’re always happy to meet and learn from others!

If you happen to be attending, or will be following the conversations via social media, here are the sessions I’ll be attending:

  1. Day 1, Track 3: Data+Relationships: The Web Strategy Revolution
  2. Day 1, Track 1: Rise of the Machines: Putting Technology to Work for Us
  3. Day 2, Track 2: Love & Marriage: Horse & Carriage, Marketing & IT? You Can’t Have One Without the Other
  4. Day 2, Track 1: New Technologies for Law Firm Marketing: Case Studies in Mobile and Video

And here are the sessions Rebecca will be attending:

  1. Pre-conference: SMORS: Smart Marketing on Limited Resources
  2. Day 1, Track 2: Leveraging the Big 4 Consulting Best Practices to Bolster Your Business Development Strategies
  3. Day 1, Track 4: The Evolution of the Law Firm Brand: How to Promote Individual Attorneys Within the Parameters of the Firm’s Brand
  4. Day 2, Track 3: Competitive Intelligence: Not Just Client Information
  5. Day 2, Track 4: Using Simple, Practical and Meaningful Measures to Drive Marketing and Business Development Activity

Both Rebecca and I will be attending the Shared Interest Group – or SIG – tweet-up on Thursday from 10-11 a.m. Contact us for more details if you’re interested in becoming part of the SIG.

NOTE:

There are a few “haters” of legal marketing who will be trying to interject their thoughts in our stream. Fine, let them. Engaging them isn’t going to do anything but egg them on. They’re not worth it. So block them if you feel like it, don’t reply, and let their thoughts fall on deaf ears. Seriously. It’s not worth it. They have nothing better to do than pick fights.

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OK, so this is basically our Superbowl. As we take deep breaths, review the agenda for the one hundredth time, Google the panelists, and pack this year’s interpretation of “business casual,” I invite first time attendees of the Legal Marketing Association’s annual meeting to read these extremely helpful posts I found today.

First of all, read Laura Hudson’s “Top Ten Tips” for getting the most out of your time at LMA. It’s extremely thorough and right on point. I also think you should check out Nancy Myrland‘s post from pre-Superbowl 2011 (LMA in Orlando) “Are you comfortable meeting people at conferences?”  Nancy provides some very simple conversation starters that will at least get your gears turning and arm you with an ice breaker.

“Hi, my name is Rebecca. This is my first LMA conference. How many years have you been attending?” Enter, conversation. Learn it. Live it.

Last year I cringed more than once when I saw young legal marketers walking through the halls with ear buds in…wasting not only their firm’s money, but also invaluable opportunities to develop their careers. Please, don’t make me cringe.

As always, I’m really looking forward to connecting with new and old friends at this year’s meeting. Please introduce yourself to me and look for frequent updates from Laura and me here at The Legal Shakeup and our Twitter feeds. Happy LMA!

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WE CAN DO IT!

The other day I was lucky enough to meet Susan at the birthday party of a mutual friend of our two-year-old daughters. During the 90-minute “safari” ride, we discussed our careers and I discovered that she is the director of sales at New Orleans most recently renovated and majorly hyped hotel. I mentioned that in my roles both at the law firm and as Legal Marketing Association city chair, we are always looking for great venues for events and that we should find a way to work together soon. It gave me energy not only to meet another working mother whose job I admired, but also to connect with a new potential friend.

Then she said something that made my head spin.

She asked how I manage to chair a group, work full-time, be a mom and, basically, still brush my hair every day. Belittling her own appearance soon after, she then dropped her bag and declared hopelessly, “I am such a mom.”

I’ve been struggling with this every day since we met. Her statement reminded me of a recent story on The Grindstone, which cited a 2009 study on perceptions of career-minded mothers:

“A 2009 study in the Academy of Management Journal showed that even in a company where men felt more pressure to juggle their job responsibilities and home life, the management team assumed women were having a harder time. Based on this assumption, bosses viewed their female employees as less suitable for promotions and increased responsibility.”

This is such an annoying statistic. Lindsay Cross writes that “these discussions can also lead to unfair prejudice in the workplace,” but she acknowledges conversations with colleagues concerning juggling, motherhood issues, etc., can be extremely beneficial for all of us. I couldn’t agree more. Because of what I’d classify as an “informal alliance” of mothers around me, I found the perfect childcare solution for my infant upon returning to work, the ultimate diaper rash fix (anything with “triple” in the name), and assurance that my toddler’s headbeating tantrums will soon pass. Sure, I could have done some Googling to research, but I trust these women and admire their careers. The confidence they have in their professional lives permeates into their methods as parents, and that’s why this network is crucial to every office environment. Why would we be held to a higher standard? Maybe because we frequently tap into our network to improve our processes in multiple facets of our lives. We have more answers.

This is why Susan’s comment has stayed with me. By denegrading herself as “such a mom” while she juggled her bags and toddler toys, she validated the idea that mothers struggle more than other women–or as Lindsay suggested–confirming the bias. I’d like to think we have access to invaluable resources and a common bond not found in our relationships with some of our childless peers, which results in “such a mom” being an positive thing. We all have moments where we don’t seem to have it all together, but I’d like to think we can focus more on our Chaka Khan moments then when we feel we’re failing, thus joining our management in holding ourselves to the highest standard.

In your office do you feel working mothers are held to a higher standard? Do you think they need to work harder to prove themselves?

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With email, we can sometimes inconsiderate and too quick. We miss typos, accidently send to someone we didn’t want to, or hit the “Reply All” button and have all recipients see our response when we didn’t want them to.

We don’t always give a lot of thought to email composition, and that can sometimes lead to trouble.

Recently, a friend of mine was going through her superior’s email inbox to look for an email that was relevant to a project. Imagine her surprise when she opened up the inbox to find an email about her from another manager in a different department. Let’s just say he wasn’t singing her praises, and not for any good reason that she, her boss or her firm’s HR department could attribute.

Let me make clear that email is not the kind of tool to you use to reprimand anyone. The same advice we give attorneys about using social media—don’t post anything you wouldn’t want on the front page of the New York Times—applies to emails. Instead of talking calmly with my friend’s boss, this manager decided to put it in writing, only to have the object of his frustration see it. The results? Upset marketing and HR departments, and now a total lack of professional trust…something all departments of a law firm need.

Be very careful with your wording in emails. Even a bit of frustration could creep into your composition, and if the recipient decides to forward it on, then what? So keep your two cents to yourself, and don’t make a record of it.

If you have an issue, instead of writing an email veiled in tones no one but you can decipher, talk face-to-face. Address the issue in a calm matter. The thing about working with other people is that we all have different backgrounds and experiences, and our meaning can be misconstrued without corresponding body language and vocal tone.

Story update: I asked my friend what happened after her firm’s HR department talked to the manager who said some unwarranted things. She got an apology…an apology that this manager wasn’t aware my friend had access to her boss’s email. That was it. Not the type of conduct you’d want to see in your managers.

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The Shareholders Meeting. via IGN TV.

A few months after gathering my bearings at the firm, I called the first marketing committee meeting, which consisted of two partners and myself. To say it was an organizational mess would be an understatement. Being the firm’s first marketing director and facing a website re-launch among countless additional “stage 1 marketing” obstacles, I felt like my mind was racing and I had no clue where to begin. An hour and a half later, the three of us were on the same page—I think—having  discussed the next few months of marketing initiatives for the firm, but our action items were unclear and the necessary follow-up tasks were hazy. One of my marketing partners politely asked, “Next meeting, can we have an agenda?”

“Yes. Yes, you can.” Doh.

As a young professional in a law firm, accounting firm, or any professional services environment where you are expected to drive the bus for seasoned vets, meetings can be an intimidating environment. Here are a few more tips to staying on track.

  1. Is a meeting really necessary? Ask yourself this first. If a discussion between all invited attendees will influence the next steps, then the answer is “yes.” If it’s going to be a one-way conversation, the answer is “no,” and you can relay your info via email.
  2. Set an agenda. This is crucial. Don’t be like me. The aforementioned meeting could have been 30-45 minutes had I properly organized my thoughts and set expectations for the discussion. Also, distribute it BEFOREHAND via email so attendees aren’t blindsided by a topic and come to the table with organized thoughts.
  3. Start on time. This is most important when working with slaves to the billable hour. Be respectful of that. They’ll appreciate it.
  4. Begin with what has been accomplished since your last meeting. “Today we’re going to follow up on the website renovation progress we decided to move forward with during our last month.”
  5. Control the meeting. This is the most important tip I can give you, especially when driving a discussion among strong personalities. I find that it’s also the hardest thing to do. Here are some sub-tips to my tips on how to stay in control of the debate (taken from this post):
    1. Get feedback from everyone. Having a clear leader in a meeting does not stifle feedback and collaboration, it ensures it. Without a leader, the opinionated loudmouths, who do not necessarily have the best ideas, will dominate the discussion, while the more reticent can’t get a word in edgewise. Draw out the quiet people by asking questions like, “Jane, you’ve had a lot of experience with that company, what is your opinion of their proposal?” Of course, some people are quiet because they have nothing insightful to offer. A good leader knows which is which.
    2. Ask good questions. Sometimes people can’t come up with the right solution simply because the leader isn’t asking the right questions. Ask questions that will really make people think and look at something from another angle.
    3. Shut down disruptions. It’s perhaps the hardest part of the job, but a leader must tactfully shut down people who are getting off-track, whether they’re simply going on and on or they’re just way off-topic. Wait for the bloviator to take a breath and then say something like:
      1. “That might be a good subject to discuss another time, but let’s get back to talking about X.”
      2. “Why don’t the two of us discuss that after the meeting.”
      3. “Good point but we need to get back to agenda.”
      4. “Let’s table that for now but we can put it on the agenda for next time.”
      5. “I’ve just signaled for Tom to render you unconscious with a blow dart to the neck.”
  6. Set specific action items. Conclude the meeting by assigning action items when appropriate.

Luckily for everyone around me, my meetings are much more efficient since utilizing these steps. For any young professional, stepping into a leadership role and getting things done can seem like a daunting task, but it can be made much easier by facilitating an efficient discussion.

So what do you think? Did I miss anything?

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Excuses Not to Blog

January 31st, 2012 | Posted by Laura Toledo in Blogging - (3 Comments)

There are more than a million excuses not to be a blogger…especially for lawyers.

“It’s non-billable” is the excuse I hear most. And, while I understand it, is the one I hate to hear. While the attorney in line ahead of you may be “making” you blog, it’s not that attorney’s fault you’re not getting any value out of it.

First of all, non-lawyer bloggers (such as myself and Rebecca) don’t get paid, either. In fact, legal marketers make significantly less than lawyers, and yet we’ve found the time and value in blogging on a regular basis on multiple blogs (yes, I’m looking at you, Lindsay Griffiths!). We blog because we have something to say, and we think we can say it relatively well.

Have you heard a legal marketer (or any other non-lawyer blogger) complain about having to spend an hour writing a blog post? No. Some of bloggers write content once a week on several blogs (for example, I’m writing one post this week for each blog that I’m a part of, a grand total of three). We do this because we understand the benefits of blogging, and we realize part of blogging is leveraging those posts.

Which brings me to my second point.

Leveraging your posts is half the battle. Maybe these attorneys who think blogging is the bane of their existence need to understand that their posts don’t sell themselves. No matter how popular the blog, it’s not going to get very far with little effort. I’m not talking about spending hours upon hours crafting content – sometimes the best posts come spur of the moment. I mean thinking of a way to approach your audience for feedback, rather than approaching it as fulfilling a duty or task. That could be posing a question at the end of your post. Posting on Twitter, Facebook, Google+ (and on and on). That means doing more than just writing the words down. It means being passionate about your content, because if you’re not, it shows. And readers won’t respond.

We are all busy. But making six figures a year (or more) and complaining about an hour of non-billable time every once in a while – for something that might make you more money in the long run, if you do it right – won’t garner you any sympathy.

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At my very first legal marketing networking event, a wise woman advised me to “absolutely have an advocate” for marketing at my firm. For newish legal marketers—especially solo marketers—this is make or break advice regarding the success of your initiatives and overall job satisfaction.

A recent situation in my office reminded me of how crucial it is to have a supportive team behind the marketing department. It also made me reflect on the difficulties of our position overall and the tremendous ways that my marketing partners have helped me convince our attorneys that “marketing” is not a four-letter word. It really isn’t. Within the first few months at my new firm, I held a LinkedIn Lunch & Learn for all of our partners. The first hurdle would be attendance, and the “mandatory” stamp on the email from a managing partner took care of that. The second challenge proved to be more difficult. When Partner A described my LinkedIn tutorial as “dangerous” in front of the other members, I could feel my face burn as I hastily spewed out the many statistics about law firm use of LinkedIn that I’d already reviewed. My marketing partner’s interjection with a statement that the network is beneficial to the firm and that this is the direction in which we’re moving was a welcome buoy. As many solo marketers work to build credibility within the firm, accepting this type of support when it’s most needed is, in my opinion, not a sign of weakness, but an indication of business savvy. Know when to accept help.

The aforementioned “situation.” After Partner B informed me of the “historical” way law firms approach client development—inheriting a long-time client from one senior relationship partner—I knew that my marketing cheerleaders would have to intervene to ensure our business development momentum keeps its current pace (and moves further into the current decade). His concern lies in the fact that his colleagues might be drinking too much of the Marketing Kool-Aid, thus forgetting how it’s always been done. The horror.

Despite these sporadic hiccups, the cultural shift at my firm towards a more market-minded environment has been slow, steady and successful thus far. The advice I received during month one couldn’t have been more helpful. To take it a step further for solo marketers and, especially, early career legal marketers establishing credibility within your law firms, treat your marketing partners like you advise they treat their most prized client. This is the relationship that should be the most important to you in your office and you should set an example of how to nurture the clients you value most.

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Some very close friends of mine do not live close to me. They happen to not even live in the Midwest; so if we’re lucky, we meet once a year.  For the last few months, we’ve been “gathering” around a friend of ours who has spent many days by her mother’s side. This weekend, we were alerted to her mother’s passing.

A dear friend of mine, Heather Morse, writes so beautifully about the passing of Nancy Myrland’s mother and how social media has given us a network of support and has connected us to so many great people we’re able to call friends.

I never expected that Twitter would make such a difference in my life, and in the lives of others who’ve used the tool to their advantage. I’m sure Nancy and Heather feel the same way. And I can’t help but be so thankful these wonderful people are in my life, and I’m reminded of how we met.

This is my social media story.

I joined the Legal Marketing Association (LMA) three years ago, and my boss advocated for me to attend the National conference, as she knew what a great experience it would be for me. I was an avid reader of The Legal Watercooler (that’s right, Heather!), and volunteered to tweet during the sessions I was attending.

I paid close attention to other  volunteers – among them Nancy, and Lindsay Griffiths.

I traveled alone from Minnesota. I can’t tell you the trepidation I felt in the cab ride to my Denver hotel. I flew in early, and didn’t want to spend the night alone, in my room. So I hopped on Twitter to see what others were doing. That’s when I saw Nancy had tweeted that she and a few others were in the lobby bar.

I quickly dropped off my bags and went to the lobby. After making sure to study Nancy’s profile picture so I could recognize her, I was able to pick her out. I introduced myself as “lalaland,” part of my Twitter handle, and she knew who I was (now that’s a strange feeling). With that, she introduced me to her friends – among them Tim Corcoran, Lance Godard and Chris Fritsch. And my new friends introduced me to other friends. That’s pretty much how my first National conference went, connecting on Twitter and then meeting in person.

In those few days, I finally got to meet the amazing Heather Morse, after Tweeting and emailing back and forth for the few weeks prior. We greeted each other with a big hug. Met the wonderful Gail Lamarche in Quickstart, after seeing her laptop and inferring she was Tweeting, only to find out I’d seen her handle online. During the keynote, I was tweeting with @holdencalgary, who just happened to be sitting six seats to my right.

This list is only a fraction of the people I not only met but connected with through Twitter. And many of those connections formed friendships. Friendships that are sustained on one meeting a year. Friendships that bring us closer together when something not-so-great happens, and we can rally around those who need it when they need it the most.

I’m sure many of you are wondering how that translates to you…your lawyers. (OK, maybe not many, but at least a few of you.) If we were attorneys, without a doubt, we’d refer each other to our clients. In fact, when we’re considering outside consultants or speakers for my local LMA chapter, my friends are top-of-mind. I know first-hand their expertise and professionalism, and have not one qualm about staking my reputation on theirs.

We drill this in our lawyers’ heads on a daily basis: lawyering is all about relationships. It’s hard for them to grasp, sometimes, so leading by example might be the thing that gets them there.

What’s your social media story?

[This post is dedicated to Nancy & her family. Thank you for sharing your life with us. And Nancy, thank you for "taking me in" that first night in Denver. I've never been the same!]

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My LinkedIn groups. Doesn't this look helpful?

But I really don’t. If any Shakeup readers have a LinkedIn group that you find essential, by all means, please let us know. I’m always torn about these things. A group for “Legal Marketers In The Know”? Well, count me in! Another group for LMA’ers attending the national conference? That’s me, too! My list of groups is absolutely out of control.

Unfortunately, the value of my LinkedIn groups has not increased with the quantity in my roster. Most are filled with sales pitches, job seeker whom I do not know and other useless information. I’ve found that there is nothing on LinkedIn that I don’t already receive through a hashtag I follow on Twitter. It’s almost certain that if anyone involved with the Legal Marketing Association is posting information on LinkedIn, one of my Tweeps will add it to our #lmamkt conversation. I’m simply not getting anything that I don’t find elsewhere.

I, like many legal marketers in small to mid-size firms, am part of an extremely small department that needs to make the most of our resources. Although my homilies on the benefits of LinkedIn to my attorneys will continue, I will not waste my time educating them about the groups. Join your alumni association if you choose. Join your fraternity group if you’d like to help alums find a job. But I am officially done damaging my credibility by waxing poetic on the virtues of these groups.

How do you feel? Any LinkedIn group that you feel strongly benefits your career?

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Copyright 2011: Laura Gutierrez, Rebecca Wissler. The Legal Shakeup.
Logo and header images designed by the talented Janet Klingbeil.