Current Tech I Use as a Legal Marketer

A reader asked, "What tech do I carry and use daily":

PC laptop (could probably do just fine with netbook here)

• Outlook
• Firefox
• MS Office
• InterAction CRM
  

Personal MacBook (13") loaded with:

• Photoshop - DUH!
  
• Tweetdeck - Gotta keep up with the real-time news
  
• Hulu Desktop - I don't watch regular TV and get my fix here
  
• NeoOffice - free, as good as MS Office, compatible, nuff said
  
• KeePassX - so many passwords need a safe garage
  
• Chrome - quick, clean, glad Google finally ported their browser to OSX
  

iMac (27" home desktop with dual monitor) loaded with EVERYTHING!

Blackberry Storm

• Synced to firm email/calendar/contacts
• Gmail - another DUH!
• Opera Mini - Much more functional that BB browser
  
• Ubertwitter - Fast and cleaner Twitter client
  
• Facebook - Gotta keep in touch with m peeps
  
• Google Voice - One number to rule them all
  
• Google Maps - but of course!
  
• Viigo - Newsreader
  

Online data storage and real-time sync to all of my computers via Dropbox

I route all of my personal email into Gmail, firm mail remains isolated via firm service on PC and Blackberry

All phone calls and voice mail including office line are fed to Google Voice (one number for life!)

At some point in every day I touch everything on the list above. I still carry my Moleskin notebook and keep old-school notes, but technology has really amped up (in a GREAT way) how I get things done.

I am certain that within days my tech will evolve to new tools... Call me an early adopter but THAT is so cool! I can hardly wait!!
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Cooking Your Way into a Great Rolodex

Many of you know I love to cook -- being the Chef-de-Cuisine is not only a fun activity but incredibly productive for business networking.

On Saturday evening I catered a private dinner for 12 at the home of a highly regarded CFO in SoCal. The guests were people in business of influence within his circle of contacts. My role -- cook. I prepared an Autumn menu using fall harvest ingredients including basil, spinach, lamb, bacon, baby greens, potatoes, late season vegetables and a variety of cheeses. The hit of the evening was my acorn squash soup with bacon. I could go on about the food (just cause I am such a tireless foodie) but the point in this article is creating relationships.

At this event I met and connected with a partner-of-influence at Deloitte, a political consultant that could help me gain a seat on a State commission and the CFO at one of SoCal's most successful nutritional supplement companies. As the Chef-de-Cuisine I had a captive audience and everyone begging for recipes -- the perfect recipe for initiating great relationships with people I need to know!

The lesson here is not that you should learn to cook. The lesson is that we need to find new and interesting ways to connect with people. Doing what we love can be fun and productive!

I served dessert (sweet corn blintzes with sauteed apples and bacon bits) at 9:30PM. The last guests left at 2:00AM -- I think the evening was a complete success!

What do you LOVE to do that you can share!

"What Keeps You Up at Night?"

The most important question, and the most cliché question of the decade! It has every possibility of making it into the Cliché Hall of Fame right alongside "paradigm", "synergistic", "stickiness" and "game changer".

The whole meaning of the question, "What keeps you up at night?" is to uncover the right--now issues that are a real concern. To be in a position to ask such a question requires you to be a trusted peer. It is NOT something to ask of a stranger or casual acquaintance. Unfortunately, too many people ask the question hoping for an answer to sell to -- not actually caring about the pain behind the answer.

Allow me to suggest that if you have a desire to know the answer to that question, spend the time it takes to be in a good relationship with the person before you ask.

Anyone can ask that question. Only someone I trust who knows me and my business will receive a truthful answer.

The Internet and Social Media is Far More Important than You Know!

Odds & Ends on Business Event Etiquette

UPDATE: 'Tis the holiday season -- family, tradition, joy. . . and business related celebrations -- too many to count. Right now is a great time to reinvigorate, renew and begin great relationships! I am reaching back into my archives this holiday season to bring back some of the most popular posts on event networking -- tips and ideas that will help you make the most of this December.

Odds & Ends on Business Event Etiquette
Here are some random tips I've picked up over the years on appropriate behaviors and courtesies when attending a business function:

• Have your business card in an easy to reach location: If someone asks for a business card and you have to dig around your pockets or purse to find one what you are actually communicating is, "I didn't anticipate meeting anyone I'd want to know." Later when they look at the dog-eared card you finally produced they will be reminded again....
• Keep your right hand out of your pocket and free of hors d'œuvres -- Shaking a clammy, sweaty or geasy hand is just no fun for the other person.
• When talking with someone look them in the eye: It is rather unsettling to talk to a person when their eyes are darting back and forth and not focusing on you.
  
• When talking with someone use his/her name in your conversation: People like to hear their own name! It is familiar, comforting and a signal that you really care about talking to him/her.
• Use small words and speak slowly: Especially if the event is large and there is a lot of background noise. Amazingly , people like to hear and understand what someone is saying to them.
• Smile and be optimistic: The perky optimist is always the most popular person in the room. "Life is good, opportunity abounds and the best is yet to come" -- spread it like butter at every event you attend.
  
• Always thank the host(s): This simple yet widely overlooked courtesy will guarantee a return invitation and favored treatment.

Proper business etiquette is more than just knowing which fork to use or water glass to drink from. These were just a few, random ways to conduct myself at a business event that I hope you honor when you are at yours.

Is This Exciting or What!? The Wild West of Legal Marketing

I met me, twenty-five years ago, this evening in San Francisco -- a shout out to Ali, an incredible young marketing talent that gave me a chance to express why I love what I do...

I had an early dinner with some VC friends to talk shop and blah, blah, blah. Afterward I sought out the one cigar bar I heard was in the area to indulge my joy in a good stick and happened into a couple of great conversations, one of which renewed my joy for what I do.

Ali (remember the shout-out a few sentences ago) is a by-choice out-of-work marketing person looking for her next challenge and she was intrigued that my profession is marketing for a law firm. She reminded me the journey is more interesting than the destination. Her excitement about what I do reminded me of what I already know but may have forgotten for a moment:

• Marketing a law firm is so custom and nontraditional to all things book-smart that every day has new excitement and lessons.
• Marketing a law firm is still so new a profession we are all still discovering nuances at a 1000mph.
• Lawyers and law firms are incredible, non-stop think-tanks that challenge me to be at the top of my game every moment, every day.
• Law firms are first-class operations allowing me the opportunity to be in circles of influence most people dream of (even when I am not yet equal to the people and communities of the circle).
• Lawyers and law firms absolutely demand creative thinking.
  

At the end of our conversation Ali was completely motivated to explore my profession, and more importantly I was inspired to keep doing what I've chosen. Out here in the wild west of law firm marketing I am pleased to ride the fences....

Is this exciting or WHAT!? You betcha!
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10 Things Lawyers Can Do to Turn Off Potential Clients

1. Appear Passive: Clients want a Champion, not a wimp! The positive stereotype of a lawyer is, "smart, sharp, strategically aggressive, intuitive, reassuring, and confident." Be anything less and you offer nothing for a potential client to believe in.
   
2. Be Boring: Most of any client relationship is their ability to connect to YOU. Being insufferable and long-winded is a recipe for a short term relationship. By the way, how many insufferable bores do you keep close to you?
   
3. Look Scruffy: One of the reasons law firm office decor should appear to be the habitat of success is that people want to retain successful lawyers. If you do not dress as a success yourself you are definitely sending a bad message about your ability to represent. Get it? If you look good you must be good. If you look bad you must suck!
4. Be Too Committed: Professional distance is a good thing. Appearing objective with reason is what clients want. If you make every matter a cause and personal mission your objectivity and attractiveness decline significantly.
   
5. Have Dodgy Peers: Your friends and valued peers are a good indicator of who you are. If you insist on hanging out with objectionable people (to your target clients) then get used to having objectionable clients.
   
6. Be Too Boastful: Say just enough and you are golden, say too much and you are a self-indulging bore. The best way to manage talking about yourself is to shut up and wait to be asked.
   
7. Talk Only About Yourself: In no setting ever is it appropriate for you to monopolize a conversation by talking about you. As matter of fact if you contribute more than 30% of the words spoken you are on the losing side.
8. Be a Zealot About Your Beliefs: A business setting is not a place for a recruiting new zealots to your beliefs. Ever! Leave your flags and causes at the door.
   
9. Use Corny Tag Lines and Platitudes: "I am the number one person in my field", and "I can take care of you like you've never been taken care of before." is stuff any idiot can recite. If you use any tag line it means you are trying too hard! Instead, just relax and have a normal conversation. What you hope to communicate will come out naturally in its own good time.
10. Say Him/Her is Wrong: Just because he/she has made poor choices is no reason to destroy your chances at putting things right. Do not offer to fix their mistakes -- offer to present new opportunities.