Advice for law firms on marketing is good advice for other legal service providers

An interview from the Fulton County Daily Report with Marc Gary, who recently left BellSouth as its general counsel in the wake of its merger with AT&T, provides great insight into the mind of a top general counsel.

Gary provides some hints on how law firms could get work from BellSouth; he didn’t say it, but these suggestions apply to legal service providers, too:

– Define your value proposition. “Identify the narrow area where you can really demonstrate value.”
– Be patient and stay in touch. “Don’t be discouraged if you don’t hear anything for a year — or two years.”
– Don’t be afraid to ask for the meeting. “You’ll never get work if you don’t ask for it.” [Brad Blickstein on Legal Service Providers]