LinkedIn engagement is an underappreciated building block in your client relationship. Corporate counsel treat every comment, like and celebration as a valued touchpoint.

This high quality connection adds to the foundational strength you already have — and serves as a credible first touchpoint for others. This makes the case — and is a compelling reason to invest in getting partners to actively support firm posts.

And — more than ½ of clients visit LinkedIn 2 to 3 times a day — it swamps website visits and searches.

These LinkedIn touchpoints generate enough connections to drive inbound leads and conversations. Active partners report more inbound opportunities since they elected to support firm LinkedIn activity.

Please join me in congratulating the following firms in leading all others in likes and celebrations per partner for the first quarter of 2023 — an especially active time.

We showcase the top firms in each size cohort below:

Cleary Gottlieb
Clifford Chance
Freshfields Bruckhaus Deringer
Paul, Weiss

Sidley
Skadden
Sullivan & Cromwell
Weil

Cadwalader
Cravath, Swaine & Moore
Debevoise & Plimpton
Fragomen

Haynes and Boone
Lowenstein Sandler
Milbank
Schulte Roth & Zabel

Boies Schiller Flexner
Brown Rudnick
Day Pitney
Greenspoon Marder
Herrick Feinstein

Hughes Hubbard & Reed
Kobre & Kim
Saul Ewing
Stroock

The overwhelming majority of the firms above are top performers in the BTI Client Service A-Team 2023: The Survey of Client Service Performance for Law Firms. Law firms with the best client service also enjoy more touchpoints with clients. This is one more way to up your client service game.

A few suggestions for getting partners to support posts from your firm’s LinkedIn page:

• Post the number of likes and comments monthly or weekly on an internal site — including history. This creates awareness and excitement in the process of watching and enlisting support
• Publish the names of the top LinkedIn engagers monthly or quarterly
• Ask all partners to suggest one topic for a firm LinkedIn post to get them involved — and learn about each other
• Offer a prize to the attorney, practice group, and office for the most likes and meaningful comments — try mixing this up and offer prizes for law school alumni groups

LinkedIn is still relatively new and novel to attorneys — but not so for clients. The attorneys making it a habit now can establish an overwhelming lead in gaining followers and connected relationships — a powerful setup for the next and much more difficult world of business development and client service to come.

Jump Ahead of the LinkedIn Business Development Curve

Only one source provides law firms with unique insights into exactly where they stand along key LinkedIn performance metrics including:

• LinkedIn Followers
• LinkedIn Followers per Partner
• Active Engagement Percentage Rates
• Engagement Touchpoints and Activities
• Engagement Touchpoints and Activities per Partner
• Monthly Posting Cadence
• Where you stand compared to law firms in your size cohort

Unleash Your Law Firm’s LinkedIn Potential

The BTI Benchmarking Law Firm LinkedIn Performance 2023: Unleashing the Power of LinkedIn is your gateway to this invaluable data, the most successful strategies, and the secret sauce to securing attorney support and engagement with your firm’s online presence. Don’t just keep up — jump ahead of the curve!

Ready to transform your law firm’s LinkedIn game? Click here to grab your copy of the report and embark on a journey to LinkedIn success.

Stay ahead, stay engaged, and stay successful on LinkedIn!

You disappear from the reliable and trusted list the minute you fall behind client expectations. There is little leeway here.

You have 2 ways to fall behind:

1. 1. You can do less or invest your time elsewhere — this is more often an unintended behavior than a decision
   2. Clients start moving ahead faster or differently — the real risk

And clients are changing things up. They are moving faster than they have in years. The increased challenge looks like this:

• • 21% corporate counsel experienced a 27% increase in the demands of their job from just 12 months ago
  • Almost half (44%) say their role is 16% more demanding than a year ago
  • 18% experience an 8% increase in the demands of their role
  • 17% say they don’t see much change in the demands placed on them

This adds up to 81% of corporate counsel expecting their outside counsel to stay ahead of them. These new demands redefine business development basics including:

• • Shortening response times
  • Heightened need for the current status of matters
  • More emphasis on approach when hiring and less on win rates and deal values
  • Having one partner accountable for everything at the client
  • Knowing what your clients’ needs are because they are avoiding pitches and proposals

They still have time to meet with you. They will tell you what they are doing and where they are headed — if you ask. But you need to make your questions more succinct, practical, and focused than ever before.

This dovetails with the Q4 business development hacks we discussed 3 weeks ago. This only underlines the urgency and gravitas of jumping in and getting ahead. The laws of physics tell us it’s harder to get ahead than to stay ahead. Do it right and you only have to jump ahead once.