Download - John Remsen, Jr. President – TheRemsenGroup
![Page 1: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/1.jpg)
Concrete Ways to be More Effective
as a Law Firm Marketer(aka “What Keeps Managing Partners Awake at Night”)
John Remsen, Jr.President – TheRemsenGroup
![Page 2: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/2.jpg)
About TheRemsenGroup Work exclusively with law firms Consulted with over 150 firms since 1997 Marketing Plans, Firm Retreats
Client Feedback Programs, Recruiting Staff In-house at two larger commercial firms Frequent speaker and author LMA Chapter President, National Board ABA Law Practice Management Section
![Page 3: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/3.jpg)
About The Managing Partner Forum
Twelve (14) Forums since 2002 Florida, Texas, Southeast, Midwest 500 participants from 425 law firms High level participants Maximum peer interaction State and regional focus
![Page 4: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/4.jpg)
Today’s Session Characteristics of Successful Law Firms Highlights from 2007-08 MPFs in FL, MW, SE What Firm Leaders Should Do Highlights of 2006 MPFs in FL, SE, TX How Marketers & Administrators Can Help (no doctor’s prescription required!)
![Page 5: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/5.jpg)
ASK QUESTIONSPLEASE, ASK QUESTIONS
![Page 6: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/6.jpg)
2007-08 MPF Survey Highlights Forums in Fort Lauderdale, St. Louis and Atlanta Audience participation technology 160 survey participants Firms with 10-2,200 lawyers 60% had more than 50 lawyers
![Page 7: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/7.jpg)
Characteristics of Today’s Most Successful Law Firms:How Does Your Firm Measure Up? Developed list of characteristics of successful law firms Based on research conducted by Brand Research and
Greenfield Belser Asked Forum participants to rate how their firms
performed on a 1-5 scale
![Page 8: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/8.jpg)
Clear Vision Among Shareholders
0
10
20
30
40
50
60
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 9: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/9.jpg)
Strong, Committed Leaders
0
10
20
30
40
50
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 10: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/10.jpg)
Planning and Implementation
05
10152025303540
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 11: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/11.jpg)
Open Communication
0
10
20
30
40
50
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 12: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/12.jpg)
Sharing and Teamwork
05
10152025303540
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 13: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/13.jpg)
Good at Cross-selling
0
10
20
30
40
50
60
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 14: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/14.jpg)
Subjective Compensation System
05
101520253035
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 15: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/15.jpg)
Succession Plans
05
101520253035
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 16: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/16.jpg)
Diverse Client Base
0
10
20
30
40
50
60
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 17: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/17.jpg)
Lots of Rainmakers
05
101520253035
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 18: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/18.jpg)
Capable Administrative Team
05
10152025303540
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 19: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/19.jpg)
Willing to Make Tough Decisions
05
101520253035
Strongly Agree SomewhatAgree
SomewhatDisagree
StronglyDisagree
Pe
rce
nta
ge
![Page 20: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/20.jpg)
WHAT SHOULD FIRM LEADERS DO?
![Page 21: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/21.jpg)
Lawyer Personalities Hate change Risk averse Highly skeptical Love autonomy Averse to social intimacy High sense of urgency
Source: Altman Weil - Caliper Profile
![Page 22: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/22.jpg)
IT’S LONELY AT THE TOP
![Page 23: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/23.jpg)
2006 MPF Survey Highlights Forums in Atlanta, Palm Beach and Dallas Audience participation technology 90 survey participants Firms with 10-1,500 lawyers 43% had more than 50 lawyers 88% projected “moderate” to “aggressive” growth
![Page 24: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/24.jpg)
Percentage of Time in MP Role
14%
36%
30%20%
Less than 10%
11-25%
26-50%
More than 50%
![Page 25: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/25.jpg)
Job Description
32%
62%
6%
Yes
No
Working On It
![Page 26: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/26.jpg)
Exit Strategy
25%
75%
Yes
No
![Page 27: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/27.jpg)
Most Valuable Contribution
36%
25%
12%
6%
21%
Building concensus
Long-term strategy
Initiate change
Maximize PPP
Day-to-day admin
![Page 28: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/28.jpg)
Where Time is Spent
45%
32%
6%
5%
12%
Building concensus
Day-to-day admin
Initiate change
Long-term strategy
Maximize PPP
![Page 29: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/29.jpg)
How They Learn
34%
25%
13%
8%
20%
On-the-job training
Books and articles
Conferences
Other firm leaders
Consultants
![Page 30: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/30.jpg)
Most Pressing Issue
55%
13% 11%
10%
11%
Profitability
Recruiting & retaining
Succession plan
Compensation
Competition
![Page 31: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/31.jpg)
Best Way to Improve Profits
45%
24%
7%
2%
22%
Increase rates
Marketing
Technology
Divest low profit work
Work more hours
![Page 32: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/32.jpg)
Strategic Plan
43%
57%
Yes
No
![Page 33: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/33.jpg)
If Yes, Does It Guide Decisions?
24%
46% 3%
27%
Almost always
Most of the time
Some of the time
Collects dust
![Page 34: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/34.jpg)
Does Planning Improve Profits?
44%
45%
11%Strong correlation
Some correlation
No correlation
![Page 35: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/35.jpg)
Does Your Firm Measure Client Satisfaction?
32%
68%
Yes
No
![Page 36: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/36.jpg)
TIPS FOR MARKETERS AND ADMINISTRATORS
![Page 37: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/37.jpg)
Be a Passionate and Committed Firm Leader Get a job description Learn from other firm leaders Invest the necessary time Lead by example Find and mentor your successor
![Page 38: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/38.jpg)
Initiate Change Necessary for Long-term Success and Prosperity Tackle the tough issues Find and showcase precedent Build consensus among the key partners Pick your battles carefully
![Page 39: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/39.jpg)
Embrace and Encourage the Planning Process Firm-wide strategic plan Practice group plans Individual lawyer plans Client succession plans Leadership succession plan
![Page 40: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/40.jpg)
Encourage Investment in Your Firm’s Future Administration Technology Marketing and business development Recruiting and retention Non-billable time
![Page 41: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/41.jpg)
Bring Relevant Information tothe Attention of Firm Leadership Law firm economic data Trends in the profession Articles and White Papers Competitive Intelligence “Heard on the Street”
![Page 42: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/42.jpg)
Make Your Managing Partner Look Good Internal
Meetings Newsletter / Intranet Information source Firm Retreat
![Page 43: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/43.jpg)
Make Your Managing Partner Look Good External
Firm events Boards and Committees Speeches Media relations Vanity lists
![Page 44: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/44.jpg)
Develop and Implement a Client Feedback Program at Your Law Firm Client site visits (lawyers) Formal client audits Post engagement questionnaires Bring clients into the firm
![Page 45: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/45.jpg)
Promote Internal Communication Internal meetings Intranet Internal newsletter Firm retreats Teams and groups
![Page 46: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/46.jpg)
Tune In to Profitability By client By industry By practice area By office By lawyer
![Page 47: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/47.jpg)
Subscribe to The Remsen Report
Marketing Tip of the Month Articles and White Papers Go to TheRemsenGroup.com
![Page 48: John Remsen, Jr. President – TheRemsenGroup](https://reader036.vdocuments.site/reader036/viewer/2022062518/568149ab550346895db6e977/html5/thumbnails/48.jpg)
Concrete Ways to be More Effective
as a Law Firm Marketer(aka “What Keeps Managing Partners Awake at Night”)
John Remsen, Jr.President – TheRemsenGroup