Professional Services Marketing Archives

Don’t Discount the Power of Door-to-Door Sales

There’s no question that online sales have exploded. Last year, 244 million people made an online purchase, and that number is expected to reach 270 million by 2020. But at the same time, 60 percent of people feel more comfortable engaging offline. Although it seems like we’re moving toward a digital-only world, there’s no replacement for human connection and relationship building. While it’s less common to see a salesperson knocking on your door these days, many companies are still finding success with this strategy. Making door-to-door sales does have some unique benefits, and being successful at it requires a certain … Continue Reading

Posted in Advertising, Marketing, Professional Services Marketing |

Know Your Place: Why Positioning is the Key to Success

Why is it that two firms – whether it’s law, real estate or financial firms – operating in the same city and focusing on the same practice area can have wildly different revenue? It all comes down to their positioning: where the firms have placed themselves in the market. Firms that understand their niche and intentionally market themselves to specific kinds of clients tend to be more successful than firms that don’t have a clear picture of what differentiates them. Positioning isn’t just the area you practice in; it develops through a combination of your firm’s characteristics. Consciously positioning your … Continue Reading

Posted in Business Development, Law Firm Marketing, Marketing, Practice Tips, Professional Services Marketing |

Challenges of Business Development in the Legal Landscape

Most law firms know that business development is necessary for a strong bottom line. However, many lack the tools or plan to set it in motion. Many in-house legal marketers have to balance a fine line of stressing the importance of business development while not infringing on the amount of billable hours attorneys must account for. Due to a increasingly competitive market, law firms are placing a growing emphasis on business development. However, the accountability placed on attorneys to engage in these activities is conservatively low. Most business development challenges revolve around attorneys’ unwillingness or inability to bring in new … Continue Reading

Posted in Business Development, Practice Tips, Professional Services Marketing |

Are You of the Same Opinion as Managing Partners on the Permanency of Important Trends?

The 3 Geeks and a Law Blog article, “Managing Partners on Change: Clients Don’t Ask, Partners Resist,” shared data from the 2016 Altman Weil MP Survey.  Managing Partners provided their opinions on the permanency of important market trends; more price competition, technology replacing human resources, more non-hourly billing, erosion of demand for law firms, decreased realization rates…and more! Prior surveys have addressed many of these questions. The article shows how MPs have responded over the past 8 years on whether they think certain trends are permanent.

Posted in Business Development, Professional Services Marketing |

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