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Marketing the Legal Mind: A Search For Leadership - 2014 (Anglais) Broché – 18 octobre 2013

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Henry is a marketing brand strategist and facilitator that consults with AM-Law 500 firms in developing value driven branding strategies. Henry has been a special advisor to the State Bar of California, Law Practice Management and Technology Committee, and is a active member in good standing with the State Bar of California since 1986. Henry has authored numerous articles in State Bar publications including: Rethinking Client Service - State Bar of California – Bottom Line Magazine; Marketing and the Toxic Partner - State Bar of California – Bottom Line Magazine; Selecting The Next Managing Partner - State Bar of California – Bottom Line Magazine. Henry serves as a strategic brand consultant for Taproot Foundation and is the founder of the award winning consumer site, a free public resource for people facing life-changing legal and financial troubles. The site also works with nonprofit organizations that oppose the root causes of human misery and provides useful and compassionate ways of solving them.

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Couverture | Copyright | Table des matières | Extrait | Index | Quatrième de couverture
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Commentaires client les plus utiles sur (beta) 23 commentaires
4 internautes sur 4 ont trouvé ce commentaire utile 
Extraordinary Insight and Strategies; Powerful Work! 7 février 2008
Par Mike H., Esq. - Publié sur
Format: Relié
Mr. Dahut presents a remarkably insightful and highly original look at the very core of highly successful marketing strategies for legal service businesses, and, indeed, for all service-providing businesses. Beginning with the premise that marketing is an experience and a process, and not the experience of the service-provider, but, rather, the collective individual experiences and perceived value of each and every client, Dahut proceeds to disassemble this premise, examining its implications and meanings. In analyzing this premise, and the derivative notion that exceptional marketing comes from service that is primarily client-centric, Dahut delves into revealing psychological discoveries and even studies from the field of neuroscience that both support and validate his powerful premise. This work offers tremendous insight into a core notion of highly effective marketing from a gut-level, psychological perspective, that, when implemented, will lead to exceptional increases in client loyalty and retention, particularly for the small firm or solo practitioner attorney with a high degree of client contact in a highly competitive market. However, Dahut also intensely examines the signature obstacles that medium size and large firms in the service-industry confront, including the difficulties of building consensus among members and perpetuating well-needed change, and the illusion of success that often paralyzes large firms and prevents them from implementing changes in marketing structures in a pro-active manner, changes that are absolutely critical for continued levels of prosperity.

This work is an essential read not only for every small firm and solo practitioner attorney, but also for any partner or associate in any service-oriented business who has any decision-making authority in regard to the establishment of firm visions and the tedious process of making those visions practical reality. Dahut goes well beyond the traditional service marketing book in that he borrows intriguing studies from the fields of psychology and neuroscience, explains what these studies reveal about how lawyers have been trained to think, how clients think (differently than lawyers), and the tremendous gains in client loyalty and marketing effectiveness that follow when lawyers are able to think in "other domains", as he puts it.

The unique and extraordinary value of this book lies in Mr. Dahut's brilliant exploration of what psychology, neuroscience, and his own twenty years of business and legal experience reveals about the most fundamental root needs and wants of clients, indeed of all humans, and how service inspired by and aligned with these powerful human motivators is almost unsurpassable. Moreover, Dahut examines how lawyers and firms of all sizes can think in "other domains", strategically develop "inspired values" in-line with those of clients, and make real and lasting change on all levels to develop cutting-edge marketing programs and skills that are critical in this significantly competitive and changing time for service businesses. A highly intriguing, practical, and very worthwhile read! This is a powerful, captivating work.
9 internautes sur 11 ont trouvé ce commentaire utile 
Wonderful and thought provoking! 16 juin 2004
Par Linda A. Hazelton - Publié sur
Format: Relié
Henry Dahut's book is wonderful and thought-provoking. He persuasively explains why marketing cannot be an afterthought, and why firms must be organized around compelling visions of their charter with the client at the very center. He counsels against falling into the trap of thinking that so long as revenue is good, all is well in our world. "Somewhere along the line, lawyers have come to believe that as long as there is sufficient revenue flow, fixing and changing the exterior problems (applying the hammer) will be sufficient to keep declining service in check. In the meantime, the partners keep partnering and hope that no one notices that they don't have a clue about where the firm is going or how it will end up." His book is an antidote to such thinking, and serves as a just-in-time wake up call.
In preparing to write this book, Dahut interviewed more than 100 lawyers from firms of all sizes. He explains, up front, what the book is and is not intended to be: "This is not another "how-to" book. It won't tell you how to publish more effective newsletters or develop better brochures. It does not promise to make marketing fast or easy, nor does it promise instant results. There is no simple checklist to follow and there are no breakthrough technologies to exploit. In fact, it offers little of what you might expect from a book about law firm marketing. Yet if you read this book with an open mind and serious intention, it has the power to transform your firm and make it soar."
Dahut stresses the need to be client-centric rather than firm-centric and he makes clear why we must ask clients up front what they want and why and how. A simple point, to be sure, and yet, in my experience, many firms neglect this-lawyers are trained not to ask questions unless they know what the answer will be-but whatever the obstacle, we must find a way around it. True marketing must be founded on understanding what clients need and want and also what the firm needs and wants. As Dahut says, "Marketing works best when there is no separation-no inconsistency-between what a firm says it is and how it actually goes about its business. Marketing should dictate the experience people have of the firm. It should shape people's perceptions of the firm. It should describe the ways in which the firm holds itself accountable-not only to its clients, but also to its employees, partners and all those who do business with the firm."The book is, at first blush, expensive at $62-and I wish that Dahut had included footnotes from some of his assertions-but having said those things, I highly recommend it. The reading list is worth the price of the book, in and of itself. I especially recommend it for lawyers; it's a great eye opener. Most marketers will find themselves nodding in agreement and will also be treated to new ways of looking at our universe. And that's a good thing.
7 internautes sur 9 ont trouvé ce commentaire utile 
Insightful and Practical 29 octobre 2004
Par Joseph Zellmer - Publié sur
Format: Relié
This is a great book. Dahut's analysis of the mindset of the lawyer as he goes about marketing and managing his practice is frighteningly accurate - the way we think as lawyers clearly restricts our ability to be good enterprise builders. Dahut's discussion on law firm branding and leadership building was right on the money. I would recommend this book highly to other lawyers - in fact, it should be required reading in law schools. Finally, while the book is a little on the pricey side, I got my money's worth and then some.

I give this book five stars.
9 internautes sur 12 ont trouvé ce commentaire utile 
This is a great marketing book. 15 novembre 2004
Par Lawrence J. Waldinger, Esq. - Publié sur
Format: Relié
I have read this book cover to cover, twice. The insights on how to both market and manage your law firm were not only thought provoking, but hit upon a chord of what its really like to obtain an identity in this most problematic marketplace. This is the first time I could say I truly understand brand management. I recommend this book to law firms, both big and small.
4 internautes sur 5 ont trouvé ce commentaire utile 
Dahut Hits the Mark 28 octobre 2004
Par Robert Fortunato - Publié sur
Format: Relié
As a lawyer writing to lawyers, Dahut hits the mark in this anecdotal and organizational approach to the challenges facing lawyers who seek to better their business skills. Henry has a common sense approach to client service and the obligation professionals have to be a true counselor. "Marketing the Legal Mind" is an easy read that offers clear advice to attorneys awakening to the reality that being a fine lawyer does not a practice make.
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