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Marketing lessons lawyers and accountants can learn from Donald Rumsfeld

06 November 2014

While I’m cautious to seek sense from any politician let alone an American politician, yesterday I came across a fantastically illustrative quote attributed to Donald Rumsfeld during a client research interview for one of the law firms we work with:

“You don’t know what you don’t know.”

The context in which it was used brought this quote into even sharper focus in terms of a lawyer or an accountant’s marketing and business development.  The clients point was – and I paraphrase – how am I supposed to know what they [the law firm] can do for me if they don’t tell me?

Posted by: Douglas McPherson  |  Comments: 0

Lawyers and accountants when it comes to marketing are you really doing it ALL?

31 October 2014

Of course I know that you are doing some of this stuff – and you wouldn’t have a practice if you didn’t – but can you honestly say you have every base covered?  And that the approach/activities/initiatives that underpin your marketing and business development plans cover every potential route to work and are delivering as much work as they should?

Posted by: Douglas McPherson  |  Comments: 0

Another marketing lesson lawyers and accountants can learn from Gordon Ramsay

15 October 2014

By the simplest laws of economics 19 people paying more for a better product – and therefore left happy enough not just to repeat their purchase but also tell family and friends about their positive experience – simply has to make better commercial sense than pandering to the 1 who complains. 

If you know who your clients are and are confident they are receiving the product and service you want them to, be strong enough to turn away the clients you don’t want.  They will only dilute your offering and erode your business model.

Posted by: Douglas McPherson  |  Comments: 0

Marketing and business development lessons lawyers & accountants can learn from football journalists

12 October 2014

And herein lies the marketing and business development advice for lawyers and accountants.  If you worry about the minutiae of every brochure, email bulletin, potential chats over coffee, presentation, seminar or contact you have in your marketing plan, nothing will ever get done.

Posted by: Douglas McPherson  |  Comments: 0

Marketing lessons lawyers and accountants can learn from Wizzards Furniture Restoration

10 October 2014

The context in which it was mentioned in the aforementioned business development workshop (and the reason this would have been the perfect example) was that all too often what law firms and accountants  deem to be added value might be added but is often of little actual value.

Posted by: Douglas McPherson  |  Comments: 0

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