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Firm branding efforts foster cultures and help drive business growth

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“It’s a complex world. Be advised.”

“Tell them you mean business.”

Two very different branding strategies for two very different law firms, but each concisely captures the culture, respectively, of general practice firm Ice Miller LLP and accident and injury attorneys at Keller & Keller LLP.

Branding sets firms apart from the competition, but it also reflects, shapes and defines a firm’s culture, marketing experts say. The dividends extend beyond forging an identity.

schopmey Schopmeyer

A Georgetown University Law Center study published in February found that 70 percent of participating law firms reported that a good culture at a firm was the first- or second-most important consideration for prospective hires. The conclusion: Growing firms are those with a known, respected and cultivated culture.

“Ice Miller enjoys strong brand awareness and the well-recognized tagline, ‘It’s a complex world. Be advised.’ supports the firm’s position in the marketplace,” said Ice Miller marketing director Patricia Batesole. She said the message resonates with clients as well as the firm’s more than 300 attorneys and 300 employees nationwide.

“Ice Miller’s culture is embodied by the slogan’s brand promise of a sophisticated law firm with capabilities that span many geographic and legal arenas,” she said.

brandYou might see the “be advised” tagline on the firm’s materials or hear it in conjunction with public-affairs television sponsorships, for instance. You’re unlikely to hear it in the same media space as Keller & Keller’s “Tell them you mean business” spots.

Keller & Keller partner James R. Keller said the firm’s marketing tagline carried widely in television commercials is meant to convey zealous advocacy as well as empathy. “We think those two qualities are equally important in developing a culture,” Keller said. “You’re no good unless you show compassion.”

Keller said community involvement also is an important factor in a firm’s culture. He noted the firm’s participation in the Samantha’s House charity, which is building its fifth house for disabled children.

A marketing firm developed the “Tell them you mean business” tagline that’s also used by other firms in other markets. The ads drive prospective clients to the 10 attorneys in Keller & Keller’s Indianapolis office, but Keller said the firm’s best cases come from referrals.

Hillel L. Presser, an attorney who owns Florida-based Lawyer Marketing LLC, consults with firms around the country trying to shape their images. He said the Georgetown study, which polled firms as small as three attorneys and as large as 500, shows the importance for smaller firms of developing a brand strategy.

“It’s an absolute necessity if you want to be in business five years, 10 years, 15 years from now,” said Presser, author of “The Lawyer’s Law of Attraction: Marketing Outside the Box but Inside the Law.”

“If you don’t have some sort of marketing plan,” he said, “the big guys are going to put you out of business.”

Some firms are strictly old school when it comes to branding.

Evansville full-service firm Kahn Dees Donovan & Kahn is 105 years old, employs 32 attorneys and takes a reserved approach, said co-managing partner G. Michael Schopmeyer. “Our branding, marketing and other business development efforts are reflective of the way we practice law, preferring substance over style and seeking long-term value rather than short-term gain,” he said.

“We believe that it’s more effective to build an enduring relationship than to make a big splash that might be unsupported by true experience or know-how,” Schopmeyer said.

Larger firms such as Bingham Greenebaum Doll LLP, which has about 225 attorneys, can devote greater resources to branding. BGD marketing communications lead Katie Gilmore said the focus is on building relationships and trust, and showcasing the firm’s capabilities.

Social media such as LinkedIn and Twitter, and QR codes on branded material drive people to the firm’s website. “The goal is get them to the content,” Glimore said.

On BGD’s site, visitors will find content such as a book entitled “The Fiscal Cliff in Depth” that may be downloaded. The topical tome has been of interest to a range of clients and prospects, from estate attorneys to manufacturers, Gilmore said. “We were seeing in the competitive landscape a lot of other companies pushing out quick blasts,” she said. “We weren’t seeing anyone diving in and really showing an in-depth look at it.”

Bingham also recently launched a quarterly magazine that can be downloaded from the website, and a print version is produced and distributed to clients and leads. The magazine provides a “second look” at website content such as articles, blog posts, attorney features and events, Gilmore said. And of course, it directs them back to the website.

A common theme for BGD’s brand is “Regional presence, global influence.” Gilmore said the firm’s branding effort “goes back to telling the story of who we are and what it’s like to work with the attorneys and their areas of expertise.”

answersThat’s true, too, for Cohen & Malad LLP’s “Power to Your Voice” brand that marketing manager Jaime Lira said has been a staple for years.

Lira said it’s a tagline that evokes an emotional response and works well to identify the firm to potential personal-injury and class-action clients. “It fits our personality very much,” Lira said. The message also conveys zealous, personal advocacy, she said. “We want people to know we’re those guys.”

Cohen & Malad strives to make the “Power to Your Voice” identifier ubiquitous. “Having that consistency across all your communications is what actually strengthens your brand,” Lira said.

Presser, the Florida-based consultant, said that even sole practitioners should work to develop a brand. Simple steps such as developing effective business cards or networking with other attorneys over lunch to talk about one’s practice can help carve a niche, develop a culture and help grow business.

“Every large firm didn’t wake up one day and say, ‘I’m going to be a 300-lawyer firm,’” Presser said. “At the end of the day, a big part is about relationships. People like to do business with people they enjoy and can be friends with.”•

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  1. Being on this journey from the beginning has convinced me the justice system really doesn't care about the welfare of the child. The trial court judge knew the child belonged with the mother. The father having total disregard for the rules of the court. Not only did this cost the mother and child valuable time together but thousands in legal fees. When the child was with the father the mother paid her child support. When the child was finally with the right parent somehow the father got away without having to pay one penny of child support. He had to be in control. Since he withheld all information regarding the child's welfare he put her in harms way. Mother took the child to the doctor when she got sick and was totally embarrassed she knew nothing regarding the medical information especially the allergies, The mother texted the father (from the doctors office) and he replied call his attorney. To me this doesn't seem like a concerned father. Seeing the child upset when she had to go back to the father. What upset me the most was finding out the child sleeps with him. Sometimes in the nude. Maybe I don't understand all the rules of the law but I thought this was also morally wrong. A concerned parent would allow the child to finish the school year. Say goodbye to her friends. It saddens me to know the child will not have contact with the sisters, aunts, uncles and the 87 year old grandfather. He didn't allow it before. Only the mother is allowed to talk to the child. I don't think now will be any different. I hope the decision the courts made would've been the same one if this was a member of their family. Someday this child will end up in therapy if allowed to remain with the father.

  2. Ok attorney Straw ... if that be a good idea ... And I am not saying it is ... but if it were ... would that be ripe prior to her suffering an embarrassing remand from the Seventh? Seems more than a tad premature here soldier. One putting on the armor should not boast liked one taking it off.

  3. The judge thinks that she is so cute to deny jurisdiction, but without jurisdiction, she loses her immunity. She did not give me any due process hearing or any discovery, like the Middlesex case provided for that lawyer. Because she has refused to protect me and she has no immunity because she rejected jurisdiction, I am now suing her in her district.

  4. Sam Bradbury was never a resident of Lafayette he lived in rural Tippecanoe County, Thats an error.

  5. Sam Bradbury was never a resident of Lafayette he lived in rural Tippecanoe County, Thats an error.

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