In this interview, Shannon Blackwell, Director of Coaching for Society 54, describes the need for lawyers and law firms to focus on “Pro-Active Marketing” vs. “Reactive Marketing”

Blackwell describes a Society 54 client whose proactive, multiple LinkedIn posts in 2020 about PPP funding resulted in both business development and publication in Corporate Counsel and business development.

For business development for lawyers in 2021, Blackwell explains how the 80-20 Pareto Principle applies to law firms, including that law lawyers should proactively reach out to their top clients.

As tactical advice, Blackwell suggests that law firms introduce a client service review program for their top clients.

And, as Poock comments: “Reaching out today has become so much easier in terms of the video platforms that we have at our disposal, which makes interacting so much more personal.”