'Quality' demands alter firms' marketing plans

Article Abstract:

Law firm marketing and total quality management (TQM) programs complement each other. Strategic planning in law firms and TQM share an emphasis on the client. Strategic marketing impels the firm to reach client-oriented goals. Partnering is an important aspect of TQM, which means frequent client-firm communication. Sloganeering must not take the place of substance if a TQM program is to succeed.

Planning, Total quality management

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Firms rethink partners' pay; 'leveraging' in decline

Article Abstract:

Lean economic times may force law firms to change their methods of partner compensation. Many firms have evolved to a higher ratio of partners to associates and can no longer depend on associate leveraging to generate enough pay for partners. As a result, some are developing written standards to rate partners' performance, which is depending more on contribution to the firm and less on tenure.

Attorneys, Lawyers, Compensation and benefits

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Shift in focus: keeping clients happy; new breed of customer relationship management software allows law firms to quickly access specific info about clients

Article Abstract:

Law firms' increasing emphasis on customer relationship management and on the software facilitating this function is discussed. Studies indicate that 85% of the firm's revenues originate with existing clients and client goodwill plays a large part in this.

United States, Usage, Client development, Management information systems

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