Archive | Marketing your Business

Unpaid Work

As entrepreneurs, Melissa and I often work without getting paid.  The most common example from “my department” is talking with a prospective client about a new case, preparing a proposal, following up, only to hear that the project is a no go.  Perhaps the price was beyond their budget, or the client wanted to use […]

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People who lack the entrepreneurial mindset often can’t relate to David’s and my perspective regarding doing copious amounts of work for which we are not compensated.  As an example, I have made hundreds of presentations to attorneys’ and insurance companies’ associations, most of which have involved zero payment to me.  Why would I do such […]

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Trial Consultant as Secret Weapons

Over the years Melissa and I have been working as trial consultants, we have often been called “a secret weapon” numerous times. In reality, the fact that we, or any trial consultant, is working on a case, at least in conducting pre-trial research, preparing witnesses and the like, is secret. It is confidential attorney work […]

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It is interesting for me to be frequently called a “secret weapon” by my clients. As long time readers of David’s and my posts know, the client who utilized Magnus’ services most effectively is Kim Hart, from my hometown, Fort Myers, Florida. Kim Hart “gets it,” he really does. He, along with many other of […]

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Talk to the Boss

Many years ago when we were first starting Magnus, we learned a lesson, the hard way, about trusting clients, even prior clients, or their associates, when making research plans. We met with a client from our prior employer, at his request, and we came up a research plan for one of his cases. After the […]

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“Talk to the boss” was an early, and painful, lesson learned in the early days of Magnus Research Consultants. Related to this learning experience was the realization that, when a client says, “The check is in the mail” or something similar, the check might not actually be in the mail (or sent via overnight delivery […]

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Hiring an Unqualified Consultant is Like…

As I write this, David is attending a series of out of town marketing meetings. David is meeting with clients, as well as with prospective clients, in the never ending task of obtaining new business for Magnus. Even though my career is nothing new and I have been working in the field of litigation consulting […]

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This topic is a bit of a recurring one for us, in some variation. For a number of reasons, our profession has been under appreciated regarding what it means to be a qualified professional. Though many professions require credentials, qualifications, licenses, and tests, ours does not. This leaves the customer to sometimes buy from less […]

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10 Years After

No, not the band 10 Years After. This is a post of about a pleasant surprise. Something that worked as hoped, as intended. I recently got a call from a client with whom we worked 10 years ago. She was not the primary client then; she represented one of several defendants in a large case. […]

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Having just finished typing a report for the client David mentions, I will say I’m glad our clients read, then save, our reports. It takes many days of deep thought and concentration for me to write reports for Magnus’ clients. And, due to the so called modernization and high tech nature of our work environment, […]

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Watch What You Say – You Never Know Whose Feelings Will be Hurt

My first job upon earning my Ph. D. was Director of Marketing Research at a large hospital in Jacksonville, Florida. Soon after I began working, I met an influential staff member who escorted me throughout the entire campus, introducing me to all of the high level executives whom he believed would help me in this […]

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I would add to Melissa’s elevator concerns the adage of “lose lips sink ships.” Beyond healthcare with its HIPPA rules, there are many environments where confidentiality is a concern. And, not just for the risk of hurt feelings. In fact, this is an area we make special efforts to train employees when hiring. And, we […]

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Gone Fishin’

A Point of View

David H. Fauss, M.S.M.

On July 18, 2019

Category: Entrepreneurship, Getting the Job Done, Magnus, Magnus Research, Marketing your Business, Small Business Success, Trial Consultants

I recently went fishing – but without a fishing pole. It was a marketing trip and somehow, the analogy of marketing and fishing clicked for me. There are many forms of marketing, including advertising; direct sales calls on the phone, via email, or in person; and, increasingly, via the internet or social media. As entrepreneurs, […]

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David’s fishing analogy is a funny one! Unlike David, I neither fish nor hunt, however, I do appreciate his attempt to portray his hard work of marketing for Magnus as similar to fishing. In my part of this post, I will continue to use David’s fishing analogy to describe what we, at Magnus, do when […]

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It’s all Marketing

I will admit, I probably have a bias. Both my undergraduate and graduate business degrees had a strong emphasis on marketing. Therefore, in the context of operating a small business, I am cognizant of details that create impressions. As a result, it seems to me that almost everything done in a business is marketing. The […]

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David is right. It’s all marketing. From the manner in which the telephone is answered, to the style of written communication used in an email, to the attire worn in the courtroom (or research facility, during a mock trial), to a brochure, to a website, to the report of research findings prepared for a client, […]

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Jury Consultants Are Not Just for Jury Trials

In the vein of prior posts, this is an attempt to clarify another misconception about what we do as trial or jury consultants. Usually in the context of an introduction, I hear what might be called “sales objections.” There are varieties of these objections, but one is this, if introduced as a “jury consultant” I […]

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I prefer the term, “litigation consultant” to other terms more frequently used to describe the kind of work I perform. When I am asked what I do for a living, I rarely say I am a “jury consultant” or a “trial consultant.” Few laypersons know the meaning of any of these expressions and surprisingly, some […]

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Trial Consultants Are Not Just for Trials

It happened again. I am introduced to a new, prospective client, a lawyer at a very large firm – one with a nationwide presence, hundreds of lawyers, and many offices. This is the kind of attorney whom I assume understands the concept of what a trial consultant does. But, no. I send an email introduction […]

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There are many people who believe they know more than they, in reality, actually know. Prospective clients who presume to know more than I know about the field in which I have been employed for the past 30 years are, in my opinion, rarely going to become Magnus clients. The misnomer “trial consultant” notwithstanding, it […]

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