Running a business is hard. Now try being a lawyer on top of it all. Having spent 20 years helping law firm owners and senior partners implement strategies that turn their firms into thriving businesses, Gary Mitchell has a treasure trove of knowledge and advice to share about the subject. He and host Michelle Calcote King discuss the many facets of running an effective law firm business, including best practices for efficient management and streamlining operations, leadership excellence, succes...
Jan 16, 2024•29 min
Angels sing when marketing and business development (BD) work in harmony. Together, the departments highlight the business’s value at every stage of the buyer’s journey. Michelle Hamilton, VP of Business Development at Vessel Architecture, talks about how BD and marketing complement each other and how to make genuine connections that go beyond transactional interactions. She and host Michelle Calcote King discuss industry trends, including artificial intelligence (AI) and LinkedIn videos. Hamilt...
Dec 13, 2023•23 min
Many businesses have spent the past year navigating the increasing use of artificial intelligence in the workplace. Law firms are especially cautious due to lingering questions about the legal implications of using AI, particularly related to confidentiality and privacy concerns. Meanwhile, many professionals are exploring how AI might enhance their expertise and simplify workloads. Jessica Aries is one of them. Jessica is a seasoned legal marketer and founder of By Aries, a digital marketing ag...
Nov 30, 2023•23 min
Architecture, engineering and construction firms are increasingly integrating video content into their marketing strategies. Thanks to smartphones, AEC firms don’t need expensive equipment or large production crews to create high-quality videos. Field professionals can now use their phones to capture on-site perspectives, resulting in authentic and engaging behind-the-scenes content. Jessica Whitlock, a studio leader at RS&H, was one of the trailblazers in her firm’s video initiative. She sh...
Nov 15, 2023•18 min
Jennifer Sebranek helped shape GBBN Architects’s marketing into a vibrant, creative and attention-grabbing masterpiece — much like the buildings the firm’s architects design. Their success truly cemented as the firm focused on building a client-first brand, which Jennifer refers to as GBBN’s “You, not us” approach. It captures GBBN’s unwavering commitment to prioritize the client experience and foster lasting connections with the built environment, clients, project partners and each other. Miche...
Oct 30, 2023•22 min
Extracting, capturing and communicating knowledge from project team members are fundamental responsibilities of an architecture firm’s marketing department. LS3P, an architecture, interiors and planning firm, has honed these processes over the years to drive its success, elevate its marketing efforts and provide greater value to its clients. In this episode of “Spill the Ink,” Michelle Calcote King interviews Katie Robinson, LS3P’s chief marketing officer and a principal in the firm. They discus...
Oct 17, 2023•27 min
The marketing industry is evolving at warp speed, as Jennifer Haferbecker tells Michelle Calcote King in this episode of “Spill the Ink.” Role specialization, branding, research and technology are increasingly important players in an architecture firm’s strategy. Keeping pace in this constantly changing landscape means being more intentional with both strategy and professional development. As chief marketing officer, Jennifer Haferbecker oversees the marketing and communications department at HG...
Oct 04, 2023•27 min
Some say that running a business is an art, not a science. But professional services firm owners should have a documented strategy for growing and scaling their business to one day (fingers-crossed) sell their company for millions of dollars. In 2017, Greg Alexander sold his consulting firm for $162 million. Now he’s on a mission to help other business owners achieve similar success. In this episode of “Spill the Ink,” Michelle invites Greg to share lessons from his multi-million-dollar success ...
Sep 20, 2023•26 min
What do we all do before making a decision? Research. Market research enables architecture, engineering and construction firms to make strategic decisions about their business. Firms can use the information for diverse purposes, including to plan for the future, create buy-in, break into a new market and identify missed opportunities in their current markets. How do you know you’re doing “good” research? How should you incorporate your findings into your marketing strategy? Michelle invites Sara...
Aug 17, 2023•24 min
Virtual meetings and remote work are the new norm of the professional landscape — yes, even for law firms. As the industry evolves, so should our communication skills. Michelle invites Marsha Redmon, a legal communications and business development consultant, to share advice on how legal professionals can improve their engagement when presenting and pitching to remote and hybrid audiences. They discuss best practices for communicating in different scenarios, common mistakes lawyers make, how to ...
Aug 03, 2023•26 min
What does your brand say about your architecture, engineering or construction firm? Does it accurately reflect who you are today or is it still rooted in your early days of establishment? How a potential client perceives your AEC firm holds significant sway over their decision-making process. If your brand seems outdated or inconsistent, it could be the decisive factor that sends new business into a competitor’s arms. Michelle invites Mark Wierda, co-founder and president of Cultivate Brands, to...
Jul 20, 2023•28 min
Women face unique challenges in the workplace, particularly in male-dominated industries like law. For female law firm owners, these challenges can inadvertently impact their efforts to efficiently scale their business, leaving highly capable attorneys to grow their firms at a slower pace than their male counterparts. In this episode of “Spill the Ink,” host Michelle Calcote King invites Davina Frederick to weigh in on the conversation and share how she’s helped lawyers grow their firms. Davina ...
Jun 23, 2023•29 min
What if there was a way for lawyers to ditch the billable-hour model without sacrificing value or profits? ADVOS Pro is teaching law firms to do exactly that with its P3 Method. The P3 Method enables firms to transition to a “deliverables-based” format where the firm’s expertise and results — as opposed to six-minute increments — act as the measure of its worth. The model is designed to reward efficiency, streamline processes and prevent attorney burnout. In this episode of “Spill the Ink,” Mich...
Jun 01, 2023•37 min
To advance and excel in the extremely competitive legal field, attorneys and legal professionals are pressured to work long hours, handle substantial workloads and exhibit a high degree of professionalism when dealing with complex issues. Although their role is undeniably vital, the industry is facing growing criticism for the negative impact its demanding work environment can have on the wellness and mental health of those working in it. The Legal Marketing Association’s Well-being Committee wa...
May 18, 2023•25 min
Legal professionals operate in incredibly demanding and high-pressure work environments that lead many lawyers to struggle with severe stress, burnout and mental health issues such as depression, anxiety and substance abuse. Research into attorney mental health often reveals grim realities. For example, a recent study sponsored by the California Lawyers Association and the D.C. Bar found lawyers contemplate suicide at an “exceedingly high rate,” with 8.5% of lawyers surveyed reporting suicidal t...
May 05, 2023•29 min
When faced with a complex legal challenge, businesses search for law firms that can provide specialized solutions to their problems. By branding your law firm as a “jack of all trades,” you risk having potential clients lump your sophisticated law practice with other competitors. What does that mean? You’ve just lost new business because you didn’t stand out. Casting a wide net can help expand your target audience, but it can also prevent you from being memorable in an extremely competitive mark...
May 05, 2023•37 min
The legal industry isn’t known for being the most progressive when it comes to adopting new technology. Yet, (slowly but surely) lawyers are realizing that wielding the right legal tech can lead to improved productivity and client satisfaction. In this episode of “Spill the Ink,” Michelle Calcote King interviews Daniel Steinberg, the co-founder and CEO of Lawbrokr, about how to best leverage technology in the legal space. They cover a wide range of topics, including the state of the legal tech i...
Apr 06, 2023•29 min
Traditionally, the request for proposal (RFP) process has required countless hours of work to create comprehensive proposals that highlight an architecture, engineering and construction (AEC) firm’s full range of capabilities. Unfortunately, most RFP responses contain hundreds of pages of boilerplate information that are ineffective at clearly communicating a firm’s value proposition and expertise. What if that information could be condensed into a one-page response that not only communicates ex...
Mar 09, 2023•30 min
With so many law firms vying for attention in today’s hyper-competitive market, it can be hard to stand out among the crowd. Answering Legal, a company providing 24/7 answering services for law firms, has found success using partnership and video marketing strategies to amplify its reach and connect with its audiences. In this episode of Spill the Ink, Michelle Calcote King sits down with Nick Werker, Answering Legal’s marketing director. They talk about how Answering Legal joins forces with oth...
Feb 23, 2023•34 min
What’s the key to building high-performing teams where people feel valued and motivated from start to finish? Brent Darnell says the answer lies in leveling up our emotional intelligence. Emotional intelligence is the ability to recognize, understand and manage one's own emotions, as well as the emotions of others. It encompasses self-awareness, self-regulation, motivation, empathy and social skills. In this episode of Spill the Ink , Michelle Calcote King sits down with Brent Darnell to discuss...
Feb 09, 2023•31 min
Competition in the architecture, engineering and construction (AEC) field has grown increasingly fierce over the years. Economic changes, market movement, technological advancements and — of course — the pandemic have greatly impacted the evolving business landscape. According to Lori Sullivan, building stronger relationships with people will always be at the heart of winning business and sales strategies. AEC business developers must focus on developing customer-centric strategies that resonate...
Jan 26, 2023•27 min
The global legal technology market has rapidly grown into a multibillion-dollar industry — and it’s still expanding. Even in its infancy, legal tech is revolutionizing how law firms manage client relationships and internal processes, yielding better overall services for more affordable prices. What trends are shaping the future of the legal industry? What do law firms need to know to keep up with the times? This episode of Spill the Ink features Jared Correia, the founder and CEO of Red Cave Law...
Jan 12, 2023•34 min
The state (and future) of the legal industry is drastically different from what it was 10 years ago. The rise of legal tech and social media platforms like LinkedIn are changing the way law firms operate and market their services to clients. Meanwhile, the role of firm culture in recruitment and retainment is shifting priorities for in-house marketers and business developers. What can legal marketers expect from 2023? In this episode of Spill the Ink, Michelle Calcote King and Kevin Aschenbrenne...
Dec 15, 2022•30 min
We blinked, and suddenly December was upon us. What even happened in 2022? To start, the massive federal infrastructure spending bill passed in 2021 meant more projects on the horizon for architecture, engineering and construction (AEC) firms. Recruitment and retainment became significant priorities for AEC marketing teams, especially amid the Great Resignation. In this episode of Spill the Ink , Michelle Calcote King hands the microphone to a special guest. Steven Gallo serves as the Director o...
Dec 01, 2022•25 min
An architecture, engineering and construction (AEC) firm’s website is its most valuable marketing asset — but its utility can be stretched even further with the right approach. Your website can be transformed into a state-of-the-art tool that both empowers B2B buyers to make decisions based on your portfolio and creates automated efficiencies for your business. Scott Jacques is the founder of NK Interactive, a digital agency that designs websites and custom digital tools that solve complex sales...
Nov 17, 2022•38 min
Many lawyers spend a lifetime building their legal practices into thriving businesses with an abundance of clients. While your day-to-day grind is vital to sustaining operations, it’s also essential to have a strong strategic plan in place to secure your law firm’s future. Your firm’s strategic plan is the blueprint not only for when challenges and crises arise, but it’s also the roadmap attorneys are referencing for guidance on how to succeed and grow in the firm. How should attorneys approach ...
Nov 04, 2022•29 min
Your law firm’s marketing strategy is tailored to resonate with the types of clients who you want to reach and attract. However, an award-worthy marketing strategy for an American audience can fall short when simply translated verbatim to another language. Achieving a successful multicultural and/or multilingual campaign requires extra legwork and a different approach to ensure your messaging hits its intended mark. Otherwise, you stand to quickly lose potential clients. In honor of Hispanic Her...
Oct 07, 2022•25 min•Ep. 55
Howie Ferguson is an experienced leader and is the Executive Director of the Construction Owners Association of America . The national association consists of public and private owners who manage facilities development and capital improvement projects. The organization supports owners' success in the design and construction of buildings and facilities through education, information and collaboration. Howie has a thorough background in civil engineering, serving over nine years as a commissioned ...
Apr 11, 2022•35 min
Mark Wainwright is an established consultant for business development and sales growth. Through his current firm, Wainwright Insight, he applies his method of fractional sales management to help clients get organized and grow their practice. He also serves as a consultant for giving campaigns, fundraising, and sponsorships for purpose-driven organizations. Prior to his own firm, Mark had worked in marketing for businesses such as Kotter and GGLO. He received his first job out of college at K2 Sp...
Mar 15, 2022•32 min
With more than 20 years of experience consulting law firms, Marcie Borgal Shunk considers herself a sociologist of lawyers. She is the President and Founder of The Tilt Institute , a firm that provides leadership advisory and training along with business support. Concurrently, she serves as a Fellow of the College of Law Practice Management and is a Faculty Member at Conscious Inclusion Company. Marcie worked with The BTI Consulting Group for over 10 years where she developed an expertise in mar...
Jan 17, 2022•24 min
