![\"\"](\"https:\/\/i0.wp.com\/www.attorneyatwork.com\/wp-content\/uploads\/2022\/09\/Play-to-Win-end-of-year-marketing.jpg?resize=770%2C495&ssl=1\" "\\"\\"")
Table of contents<\/h2>\n\n- Preparing for a Strong Year\u2019s End: 6 Strategies<\/a>\n
\n- 1. Get Ready for Your Holiday Outreach<\/a><\/li>\n
- 2. Talk to Clients About Their Budgets<\/a><\/li>\n
- 3. Create Annual Reviews and Substantive Summaries<\/a><\/li>\n
- 4. Schedule Holiday Lunches, Parties or Dinners<\/a><\/li>\n
- 5. Plan New Year Client Visits<\/a><\/li>\n
- 6. Write Next Year\u2019s Business Plan<\/a><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div>\n
Preparing for a Strong Year\u2019s End: 6 Strategies<\/h2>\n\u201cWinning isn\u2019t imperative, but getting tougher in the fourth quarter is.\u201d \u2014 Bear Bryant<\/em><\/h3>\nNow is the time to plan your end-of-year marketing activities and put things in place for the New Year. Here are some examples:<\/p>\n
1. Get Ready for Your Holiday Outreach <\/h3>\n
If you send holiday cards or gifts, is your list ready? Prepare a list of the year\u2019s top clients or referral sources by revenue to be sure you are recognizing the most important people. Determine which ones will get handwritten cards thanking them for their relationship \u2014 you can even write them out now. Decide who will get a gift. Give some thought to appropriate recognition; you still have time to personalize or customize your approach. <\/p>\n
Be sure to review Attorney at Work\u2019s Law Firm Holiday Card Planner<\/a>.<\/em><\/p>\n2. Talk to Clients About Their Budgets<\/h3>\n
Most clients are going through their planning and budgeting process now (if they haven\u2019t already). Talk to your clients about their key imperatives for next year and how you might help. Assist them in determining numbers to plug into their budgets for big matters or anticipated projects.<\/p>\n
Read Sally Schmidt\u2019s advice on \u201cTurning Rate Increase Discussions Into Opportunities\u201d<\/a><\/i> and \u201cGood Lawyers Talk Money With Their Clients.\u201d<\/i><\/a><\/p>\n3. Create Annual Reviews and Substantive Summaries <\/h3>\n
Do you create any annual reviews or yearly summaries? Many lawyers prepare things like the \u201cTop 10 Whistleblower Cases of the Year\u201d or \u201cTrends in White-Collar Matters.\u201d If you gather information from the first three quarters now, it will be easy to add to the final analysis. It will also help you get your information out to your audiences in a timely fashion. <\/p>\n
Read \u201cCreate Legal Annual Reports for Your Clients\u201d<\/a> by Jordan Furlong and \u201cCreate Informational Tools for Your Clients\u201d<\/a> by Sally Schmidt.<\/em><\/p>\n4. Schedule Holiday Lunches, Parties or Dinners<\/h3>\n
If you plan to see good clients or referral sources before the end of the year, start to schedule these get-togethers. Calendars fill up quickly with holiday events and year-end activities, so get some commitments now.<\/p>\n
5. Plan New Year Client Visits<\/h3>\n
Most clients are going to be busy in the fourth quarter, so you should plan to meet with as many as possible in the early part of the new year. This is an excellent time to get together for a look back at the year \u2014 what you handled, how it went, what could have been done better \u2014 and a look forward at the new year \u2014 what is coming down the road and how you fit in.<\/p>\n
Read or listen to Sally Schmidt\u2019s tips for \u201cMastering Client Visits.\u201d<\/a><\/em><\/p>\n6. Write Next Year\u2019s Business Plan<\/h3>\n
Finally, and very importantly, write your personal business plan for the coming year. (If you have time, do it strategically, identifying your goals, objectives, strategies and activities. If you don\u2019t, you can still make your efforts more productive by establishing some objectives for next year (e.g., plan three webinars, write 12 blog posts, visit a client once per quarter) and outlining some specific activities for the first quarter (e.g., \u201cVisit XYZ company to introduce my colleague from the New York office\u201d).<\/p>\n
Read \u201cWriting Your Annual Business Development Plan\u201d<\/a> for advice on drafting your plan.<\/em><\/p>\nLawyers are busiest at the end of the year. Start your end-of-year marketing activities<\/a> now so you don\u2019t miss out on fourth-quarter opportunities.<\/p>\n\n\n\n<\/a><\/figure>\n\nPlay to Win<\/a><\/h3>\nIn \u201cPlay to Win,\u201d you\u2019ll get smart, executable business development and marketing tips<\/strong> from Sally Schmidt, the authority on winning new clients and holding on to them. <\/p>\n\nREAD PLAY TO WIN \u2026<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\nImage \u00a9 iStockPhoto.com. <\/p>\n
- \n
- 1. Get Ready for Your Holiday Outreach<\/a><\/li>\n
- 2. Talk to Clients About Their Budgets<\/a><\/li>\n
- 3. Create Annual Reviews and Substantive Summaries<\/a><\/li>\n
- 4. Schedule Holiday Lunches, Parties or Dinners<\/a><\/li>\n
- 5. Plan New Year Client Visits<\/a><\/li>\n
- 6. Write Next Year\u2019s Business Plan<\/a><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div>\n
Preparing for a Strong Year\u2019s End: 6 Strategies<\/h2>\n
\u201cWinning isn\u2019t imperative, but getting tougher in the fourth quarter is.\u201d \u2014 Bear Bryant<\/em><\/h3>\n
Now is the time to plan your end-of-year marketing activities and put things in place for the New Year. Here are some examples:<\/p>\n
1. Get Ready for Your Holiday Outreach <\/h3>\n
If you send holiday cards or gifts, is your list ready? Prepare a list of the year\u2019s top clients or referral sources by revenue to be sure you are recognizing the most important people. Determine which ones will get handwritten cards thanking them for their relationship \u2014 you can even write them out now. Decide who will get a gift. Give some thought to appropriate recognition; you still have time to personalize or customize your approach. <\/p>\n
Be sure to review Attorney at Work\u2019s Law Firm Holiday Card Planner<\/a>.<\/em><\/p>\n
2. Talk to Clients About Their Budgets<\/h3>\n
Most clients are going through their planning and budgeting process now (if they haven\u2019t already). Talk to your clients about their key imperatives for next year and how you might help. Assist them in determining numbers to plug into their budgets for big matters or anticipated projects.<\/p>\n
Read Sally Schmidt\u2019s advice on \u201cTurning Rate Increase Discussions Into Opportunities\u201d<\/a><\/i> and \u201cGood Lawyers Talk Money With Their Clients.\u201d<\/i><\/a><\/p>\n
3. Create Annual Reviews and Substantive Summaries <\/h3>\n
Do you create any annual reviews or yearly summaries? Many lawyers prepare things like the \u201cTop 10 Whistleblower Cases of the Year\u201d or \u201cTrends in White-Collar Matters.\u201d If you gather information from the first three quarters now, it will be easy to add to the final analysis. It will also help you get your information out to your audiences in a timely fashion. <\/p>\n
Read \u201cCreate Legal Annual Reports for Your Clients\u201d<\/a> by Jordan Furlong and \u201cCreate Informational Tools for Your Clients\u201d<\/a> by Sally Schmidt.<\/em><\/p>\n
4. Schedule Holiday Lunches, Parties or Dinners<\/h3>\n
If you plan to see good clients or referral sources before the end of the year, start to schedule these get-togethers. Calendars fill up quickly with holiday events and year-end activities, so get some commitments now.<\/p>\n
5. Plan New Year Client Visits<\/h3>\n
Most clients are going to be busy in the fourth quarter, so you should plan to meet with as many as possible in the early part of the new year. This is an excellent time to get together for a look back at the year \u2014 what you handled, how it went, what could have been done better \u2014 and a look forward at the new year \u2014 what is coming down the road and how you fit in.<\/p>\n
Read or listen to Sally Schmidt\u2019s tips for \u201cMastering Client Visits.\u201d<\/a><\/em><\/p>\n
6. Write Next Year\u2019s Business Plan<\/h3>\n
Finally, and very importantly, write your personal business plan for the coming year. (If you have time, do it strategically, identifying your goals, objectives, strategies and activities. If you don\u2019t, you can still make your efforts more productive by establishing some objectives for next year (e.g., plan three webinars, write 12 blog posts, visit a client once per quarter) and outlining some specific activities for the first quarter (e.g., \u201cVisit XYZ company to introduce my colleague from the New York office\u201d).<\/p>\n
Read \u201cWriting Your Annual Business Development Plan\u201d<\/a> for advice on drafting your plan.<\/em><\/p>\n
Lawyers are busiest at the end of the year. Start your end-of-year marketing activities<\/a> now so you don\u2019t miss out on fourth-quarter opportunities.<\/p>\n
\n\n\n<\/a><\/figure>\n\nPlay to Win<\/a><\/h3>\n
In \u201cPlay to Win,\u201d you\u2019ll get smart, executable business development and marketing tips<\/strong> from Sally Schmidt, the authority on winning new clients and holding on to them. <\/p>\n
\nREAD PLAY TO WIN \u2026<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\nImage \u00a9 iStockPhoto.com. <\/p>\n
- 2. Talk to Clients About Their Budgets<\/a><\/li>\n
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