My guess is that many of you have more free time now due to the pandemic, which had slowed down deal flow and litigation activity.

Plus working from home eliminates the need for commuting, giving you extra hours in the day to focus on marketing and business development.

This is a great time to become

I’ve been working with several of my clients to craft communications to send to their clients now that some states have allowed law firms to reopen their offices.

Businesses of all types have a responsibility to explain new health and safety protocols that are in place to prevent the further spread of COVID-19.

Getting client communications right is critical to the success of your business in a post-pandemic world, as clients and potential clients are looking for businesses that make them feel safe and secure.

Effective, consistent communications during a crisis will help you maintain client trust, restore employee morale and confidence, and retain market stability. For both B2B and B2C businesses, consistent messaging across all channels is key. All messages should be timely, relevant, empathetic and considerate of your clients’ current needs and concerns.

Each state has different policies on what is allowed in their jurisdiction, so be sure to check  your state’s guidelines (here’s information on NYC’s guidelines) and work with your office administrator and firm leadership to be sure that you are operating within what is permissible and of course, always put the health and safety of your employees first.

The below communication may be a helpful framework for you as you are thinking about how to communicate your reopening to your clients. Please adapt it for your audience.

Remember that it is still not business as usual by any stretch of the imagination – and no client expects you to be reopening. COVID-19 is still very much a threat to all of us. You may want to rethink how you’ve been conducting business in the first place – perhaps you can conduct more business remotely and only require employees to go into the office for essential functions. This is a great time for law firms to be innovators – your clients will certainly appreciate that.

Stay safe.


Continue Reading What to Say to Clients About Returning to the Office After the COVID-19 Shutdown

I wrote a new article for Law.com and the Mid-Market Report on “How To Maintain and Build Your Business During COVID-19.”

As I note, the most important question you should ask yourself right now is “how can we support our clients and our profession during this time?” Let that guide everything you do as a

I keep updating this story because the hashtag follower counts are rapidly changing and rising. Here’s an updated version of the chart and the article as of 4/19.

Hashtags are great tools to help your content become discovered on LinkedIn, but only if you know how to correctly use hashtags and you use the most effective ones.

If you’re writing about the coronavirus on LinkedIn, you should be using hashtags so your content can be amplified and have a stronger impact. The content you post should have your target audience in mind and be designed to help them navigate this unprecedented time.

But first off – what is a hashtag? Just like on Twitter or Instagram, a LinkedIn hashtag is any combination of letters, number or emoji that follow the # symbol such as #coronavirus. Any spaces or symbols used within the tag will break the link, so that means you can’t include apostrophes, commas, exclamation points or hyphens in your hashtag.

Hashtags help users find content on a specific topic. If you add hashtags to your posts, they’ll help you get discovered by other users, including those not connected to you (2nd and 3rd degree connections). This is because individuals now search for content under hashtags and click on the hashtags in posts. In addition, you can follow hashtags on LinkedIn, meaning that posts containing the ones you have selected will appear in your news feed.


Continue Reading The Best and Worst Hashtags to Accompany Your COVID-19 Content – Updated

A law firm’s most precious assets are its clients, which are the source of both today’s business and tomorrow’s referrals. It’s never been more important than right now to integrate the voice of their clients into all you do. Unfortunately, many law firms still haven’t adopted a client-centric mindset as they engage with their clients and prospects, which often leads to what I call lots of random acts of marketing. There’s nothing worse than bombarding your clients with lots of non-focused content.

The fundamental and critical elements of business development success include forming strong online and in-person relationships, and providing exceptional client service at all times.

Since in-person networking is on pause for now, online networking is the most important tool  we have.

It’s never been more important to be client-focused as it is right now as we face this global pandemic, which is affecting everyone around the globe.

Here are nine ways to adopt a more client-centric mindset at your firm.
Continue Reading 9 Ways to Create a More Client-Centric Law Firm

My good friend Jay Harrington posted some very smart thoughts on how lawyers and the marketers who aid them can be more successful at business development right now that I wanted to share with you.

  1. Put the work in. Stay calm and measured. Be consistent. Trust the process. Instead of setting out to close new

While we all have to do our part by staying apart physically, online networking and content marketing are tools that every professional and company should use to market themselves (in an appropriate way) and their company. The worst thing you can do is to do nothing right now. We will all be relying on social media more than ever before in the foreseeable future, so it would be wise to embrace it now.

The most important question you should ask yourself right now is “how can we support our clients and our profession during this time”? Let that be your guiding light.

Here are some ways you can build relationships during the era of social distancing and quarantining. They just require a more human and online touch.
Continue Reading 10 Relationship Building Ideas During the Time of Social Distancing

One of my clients forwarded me an email from a company purporting to be able to “fix” negative Glassdoor reviews. I sent her an explanation in response and wanted to share what I told her as you may also receive a similar solicitation with false promises to quickly enhance your Glassdoor reviews.

Here’s the thing

This is your final chance to register for the virtual Social Media Master Class this Thursday, April 9 at 1pm ET.

While we may not be able to gather in person and in groups, online networking and content marketing is still very much available to you to market your firm and yourself. Distance learning is