News and Announcements

In Memoriam: Cheryl Disch
It is with great sadness that we let you know that our wonderful steering committee member, Cheryl Disch, died on January 19. Arrangements are being handled by the Alloway Funeral Home.

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Welcome to the Delaware Valley Law Firm Marketing Group. Planning is underway for our 2019-20 program year. Please let us know if you have suggestions for program topics and speakers. Contact a member of our Steering Committee with your ideas. Our website features job listings from local firms. Check it regularly for new job opportunities. If your firm would like to host a program, please contact Stacy West Clark. Are you a vendor to the legal community? Want to sponsor one of our our meetings and get your message to 400+ members of the legal marketing community? If so, please contact Stacy West Clark. Thank you for your support!
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DVLFMG Thanks Legal Internet Solutions Incorporated (LISI) for the development and hosting of our website.

Jason P. Lisi donated the services of his company to create this Web site.

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What's Working in Law Firm Marketing

Terri Pepper Gavulic of Hildebrandt International offered DVLFMG members her insight into what's working in legal marketing at our September 27 meeting.

  • The better job you do at aligning services/marketing message with what clients want, the better job you do at being a change agent.
  • The firm’s strategic plan should drive the marketing plan and the various marketing initiatives.
  • Marketers need to maintain "a seat at the table," but they need factual information to do this. Don’t be afraid to ask the attorneys/firm management for information.
  • Client trends:
    • More conscious of the bottom line, especially for legal matters
    • Companies are responding to an over-abundance of attorneys and many are engaging in consolidation programs. Legal service bidding programs and RFPs are here to stay.
    • Companies are increasingly sophisticated about buying and tracking legal services and fees.
    • Clients recognize that all legal matters aren’t "bet the company" matters, and as a result, they’re segmenting their legal services and the values they place on those services.
    • The single greatest disconnect is in pricing. As marketers, need to offer creative pricing strategies.
  • Push for marketing training for all attorneys in the firm
  • Pay attention to significant in-house changes at top clients. It is better to get out and meet the new people sooner rather than later.
  • Strategies for success:
    • Have a good system in place for responding to new business competitions
    • Have a mechanism for getting input from clients. Terri recommends a three-pronged approach to client surveys, in which surveys are conducted by firm leadership, the relationship partner and a third party.
    • Develop a good list of appropriate business development targets
    • Segment your marketing staff smartly. More emphasis is being placed on business development/client service professionals, as opposed to promotions people.
    • The top marketing people in firms aren’t doing marketing, but are focusing instead on being change agents and team builders. Leadership skills are a must.
  • How to demonstrate creditability to attorneys, or that you "get it"
    • Suggest different strategies or approaches
    • Challenge the attorneys; don’t be a "yes person"
    • Be a thought leader; use consulting techniques; do lunch programs
    • Spend face time with the lawyers
    • Develop one minute marketing tips
    • Develop and send out case studies, scorecards and success stories
    • Track and follow up on projects

Written by Martha J. Hess


Mindfulness for the Busy Attorney
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The Depth of Marketing: A Rebranding Case Study by Burkey Belser
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Fueling Performance and Potential Using Talent Analytics
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Technology Across the Law Firm: New ways to expand your reach
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New ABA Model Ethics Rules: What Legal Marketers Need to Know About the Changes to the ABA Model Rules
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Client Feedback: What you don’t know can hurt you!
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Are Your Lawyers Introverts or Extroverts? Marketing Success with Both Types
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Available Jobs
Business Development Coordinator
Philadelphia, PA; Washington, DC; Richmond, VA
Reed Smith LLP

Proposal Specialist – Business Development & Marketing
Any Ballard location
Ballard Spahr LLP

Marketing Coordinator
MacElree Harvey, Ltd

Business Development Manager - Litigation (Remote)
Ballard Spahr LLP

Proposal Coordinator
Philadelphia, PA
Ballard Spahr LLP

Director of Marketing
Philadelphia, PA
Feldman Shepherd Wohlgelernter Tanner Weinstock Dodig LLP

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