In the competitive world of legal services, staying ahead often means keeping a close eye on what others in the field are doing. Analyzing your competitors is not about imitation; rather, it’s about understanding the landscape, finding your unique value proposition, and continuously improving your services and practices. Here’s a guide on what law firms can learn from observing their competition and how to leverage this knowledge effectively.
Understanding the Competitive Landscape The first step in analyzing the competition is to identify who your direct and indirect competitors are. This includes firms that share your geographical location, specialize in the same practice areas, or target similar client segments. Tools like Google searches, legal directories, and industry reports can provide an initial list of firms to watch. Service Offerings and Specializations Examine the range of services offered by other firms and how they package and present these services. Are there gaps in your own offerings? Could you introduce new services or specialize further in a particular area to differentiate yourself? Additionally, consider how competitors are positioning themselves—are they the cost-effective choice, or do they market themselves as premium providers? Marketing Tactics and Online Presence Review how other firms are reaching their audience. This includes their website design, content strategy, social media presence, and use of digital marketing tools such as SEO and PPC advertising. What kind of content are they publishing? How effectively are they engaging with their audience on social media? Insights gained here can help you refine your own marketing strategies and perhaps introduce new tactics that are proving successful for others. Client Experience and Engagement Client retention is as critical as client acquisition. Analyze how competitors handle client relationships. This might include looking at their client service models, communication channels, follow-up strategies, and even the technology they use to manage client interactions. Learning from others’ client engagement strategies can help you enhance your own client relationships and improve satisfaction and loyalty. Pricing Strategies Understanding how competitors structure their pricing can provide valuable insights, especially if you’re looking to revisit your own pricing model. Are your competitors charging flat rates, offering unbundled services, or using traditional billing methods? This analysis can also extend to how they handle payment terms, discounts, or value-added services. Technological Adoption Law firms are increasingly using technology to enhance their efficiency and client services. Look at how other firms are incorporating technology, whether through advanced case management systems, client portals, or AI-driven legal research tools. This might inspire you to adopt new technologies that can streamline your operations and improve client satisfaction. Embracing Diversity Leading firms often highlight their commitment to diversity through their websites, social media, and participation in diversity-focused events, as well as partnerships with inclusivity organizations. They also share stories from internal and community events that showcase their support for diverse groups. By analyzing these strategies, your firm can identify successful approaches and areas for improvement in promoting diversity. This might include adopting new policies, improving recruitment practices, or increasing engagement with diverse communities through external events. Ultimately, learning from your competitors’ diversity efforts can help create a more inclusive environment, broaden your client base, and enhance your firm’s reputation in the legal community. Industry Involvement Consider the ways other firms interact within the legal sector and their local environments. Their participation in industry panels, local events, or charitable activities often boosts their reputation and visibility. Analyzing your competitors' engagement strategies may reveal new opportunities for your firm. This assessment could be a catalyst for your firm to increase its involvement and visibility in similar areas. My Final Thought Analyzing what other law firms are doing is an essential part of strategic planning. It helps you understand industry trends, adopt best practices, differentiate your firm, and identify areas for improvement. By keeping a pulse on the competition, your firm not only keeps up with the market but also anticipates changes and adapts to new opportunities more effectively. Remember, the goal of competitor analysis is to inform and inspire your strategies, not to clone what others are doing. Visionaries at the Helm: How Law Firm Chief Marketing Officers Lead Change and Inspire Success5/28/2024
In the dynamic and competitive world of legal services, Chief Marketing Officers (CMOs) are increasingly recognized not just as marketers, but as agents of change within their firms. With the legal industry facing both rapid technological advancements and shifting client expectations, the role of the CMO has evolved to be one of strategic leadership and innovation. Here’s how today’s CMOs are shaping the future of their firms and driving substantial growth.
Driving Strategic Alignment The modern CMO goes beyond traditional marketing tactics to ensure that every marketing initiative aligns with the firm's broader strategic goals. This includes deep involvement in setting the firm’s overall direction and ensuring that the marketing strategies not only communicate the firm's value proposition but also enhance its competitive edge. By aligning marketing strategies with business objectives, CMOs ensure that the firm is adeptly positioned for both current and future market conditions. Embracing Digital Transformation Digital transformation has become a cornerstone for innovation across all industries, including law. CMOs are at the forefront of adopting digital tools and analytics that transform how legal services are marketed and delivered. Whether it’s leveraging AI to personalize client communications, using data analytics for targeted marketing campaigns, or enhancing online client engagement through robust digital platforms, CMOs are pivotal in integrating digital capabilities into the marketing strategy, thereby driving efficiency and growth. Cultivating a Culture of Innovation Change cannot occur without a cultural shift within the organization. CMOs play a crucial role in fostering an environment that encourages creativity and innovation. This involves challenging the status quo and encouraging a mindset shift from risk aversion to thoughtful risk-taking. By promoting a culture where new ideas are valued and experimentation is encouraged, CMOs enable their teams to find unique solutions to industry challenges and differentiate their firms in the market. Leading Through Data In today’s data-driven world, CMOs harness the power of data to drive decisions and strategies. By developing metrics and KPIs that reflect the firm’s goals, CMOs can provide insightful, data-backed perspectives that influence firm-wide decisions. From client acquisition costs and conversion rates to client satisfaction scores and retention rates, CMOs use data to refine marketing strategies and demonstrate the tangible value of marketing investments. Fostering Client-Centric Approaches Client expectations in legal services are changing, and CMOs are critical in ensuring that firms adapt appropriately. This means moving beyond traditional client-service models and embracing more client-centric strategies that focus on delivering personalized, responsive, and value-driven services. CMOs are increasingly involved in client relationship management, ensuring that clients’ needs and expectations not only inform marketing strategies but also service delivery models and internal processes. Building Collaborative Leadership The role of a CMO is highly collaborative, involving constant interaction with other senior leaders, including CEOs, COOs, CHROs, CFOs, and practice heads. By building strong relationships within the leadership team, CMOs ensure that marketing is integrated into every aspect of the firm’s operations and strategic planning. This collaborative approach helps in breaking down silos, fostering cross-departmental initiatives, and ensuring that the firm presents a unified front to clients and the market at large. As a Final Point The influence of a law firm CMO extends far beyond the boundaries of traditional marketing. As visionary leaders and agents of change, they play a crucial role in steering their firms towards growth, resilience, and innovation, preparing them to meet future challenges head-on and seize new opportunities. In the legal industry, where data-driven decisions can significantly impact the efficiency and outcome of marketing efforts, creating a robust legal marketing dashboard is essential. A well-designed dashboard provides a real-time snapshot of performance and helps law firms track their marketing goals and adjust strategies accordingly.
Here’s a guide on how to create a comprehensive legal marketing dashboard that drives success. Identifying Key Metrics Before you dive into the creation of your dashboard, it’s crucial to identify which metrics are most relevant to your firm’s goals. Here are some key metrics that law firms typically monitor:
Building the Dashboard Once you’ve determined the key metrics, the next step is to choose the right tool to build your dashboard. Tools like Google Data Studio, Tableau, or Microsoft Power BI offer powerful data integration and visualization capabilities. Here’s how to set it up:
Utilizing Your Dashboard With your legal marketing dashboard in place, it’s crucial to make it a part of your daily operations:
All Things Considered A legal marketing dashboard is a powerful tool that can transform raw data into actionable insights. By carefully selecting the metrics to track, integrating your data sources, and visualizing the information effectively, you can maintain a pulse on your marketing efforts and make informed decisions that enhance your firm’s market presence and profitability. Remember, the most effective dashboards are those that are used regularly, updated frequently, and tailored continuously to meet the evolving needs of the firm. In today’s digital age, law firms face the challenge of appearing approachable and relatable while maintaining professionalism. Distinguishing your law firm requires showing expertise and professionalism while also demonstrating approachability and trustworthiness. Traditional images of lawyers with their arms crossed may convey authority, but they often fail to connect on a personal level with potential clients.
Video marketing is an exceptional tool that can humanize your firm, making legal services more relatable and accessible to potential clients. Here’s how you can leverage video content to enhance engagement, boost SEO, and present a more personable image. Breaking the Ice with Video Marketing Video content serves as a compelling medium to introduce the personalities and expertise of your law firm's team in a vibrant and engaging manner that static images and text simply can't match. Utilizing videos allows prospective clients to connect faces to names and observe your team's demeanor, expertise, and communication style firsthand. This connection is important in humanizing your firm and can greatly diminish the intimidation often associated with seeking legal services. Videos can effectively capture the essence of your attorneys' approachability and professionalism, helping to break down the perceived formal barriers of the legal industry. Incorporating video marketing into your overall strategy can transform how current and potential clients perceive your law firm. By showcasing your team in action—whether through client testimonials, detailed explainer videos, or informative legal advice segments—your firm can project warmth and accessibility. This not only makes your team appear more relatable but also builds trust and confidence among viewers. As clients feel more at ease and informed, they are more likely to engage your services, knowing they are dealing with real people who care about their legal needs. Client Testimonials Nothing resonates more with prospective clients than hearing directly from those who have already experienced your services. Video testimonials are an incredibly powerful tool in the legal sector, as they humanize your firm by providing a platform for real clients to express their genuine feelings and recount their personal experiences. When potential clients see and hear others speak about how your firm has helped resolve their legal issues, it demonstrates your capability but also your compassion and commitment to client success. These testimonials capture the emotional gratitude of satisfied clients, which can significantly influence others seeking similar legal assistance. By showcasing these authentic stories, your firm establishes a narrative of trust and empathy. Video testimonials give a face and voice to your success stories, making your services relatable and approachable. They highlight the human element of legal work, underscoring that behind every case are real people with real stories. This can be particularly impactful in a field often perceived as dry or impersonal, as it shows potential clients that your firm is not just about handling business—it's about caring for and understanding the needs of each individual you represent. Explainer Videos Legal topics can often be complex and intimidating for the average person. Creating short, informative explainer videos on common legal issues or questions can demystify legal processes and present your lawyers as helpful and approachable experts. Enhancing SEO with Video Content Incorporating video into your law firm’s marketing strategy can also boost your search engine rankings. Videos can increase the time visitors spend on your site, which is a positive signal to search engines like Google. Additionally, videos are more likely to be shared, increasing your backlink potential and further enhancing your SEO efforts. Keywords and Transcriptions To make the most of your video content for SEO, include relevant keywords in your video titles, descriptions, and tags. Providing a transcript of each video can also improve your SEO, as it allows search engines to crawl the video’s content just like any other text on your site. Hosting and Sharing Consider leveraging YouTube for hosting your law firm's video content, including client testimonials and informative segments. As the world's largest video platform and the second largest search engine, YouTube offers an unparalleled opportunity to extend your reach beyond traditional boundaries. By uploading your videos to YouTube, you not only tap into a vast audience actively searching for content but also enhance your firm's SEO performance, as Google often prioritizes video content in its search results. Embedding these YouTube videos on your law firm's website can further enhance user engagement, keeping potential clients on your site longer, which is a key metric in improving SEO rankings. In addition to utilizing YouTube, integrating these videos into your broader digital marketing strategy, particularly through social media and email marketing, can amplify your visibility and engagement. Sharing video content across platforms like LinkedIn, Twitter, and Facebook helps to capture the attention of different audiences, each with its unique engagement habits. Furthermore, incorporating these videos into your email marketing campaigns can significantly boost open and click-through rates, providing a more dynamic and engaging user experience. Email recipients are more likely to interact with visual content, and seeing real client testimonials or helpful legal guidance can reassure them of your firm’s expertise and reliability, fostering stronger connections and driving conversions. To Wrap Things Up Humanizing your law firm and making it more approachable doesn't require a complete overhaul—simple steps like adopting video marketing can make a huge difference. By letting clients see and hear from your lawyers through various video formats, and by providing valuable content, you can transform the public perception of your firm from distant and intimidating to warm and accessible. In the competitive world of legal services, law firms are constantly seeking innovative strategies to enhance the return on investment (ROI) from business development events. Artificial Intelligence (AI) presents a transformative solution, offering ways to streamline event management, personalize networking, and conduct thorough post-event analyses. Here are three ways how AI can redefine business development events to achieve better outcomes and higher ROI.
Streamlined Event Planning and Management AI revolutionizes event planning by utilizing data from past events to predict the most effective dates, times, and formats, significantly boosting attendee numbers and engagement. This predictive capability allows for strategic planning that aligns more closely with potential clients' preferences and schedules, enhancing the appeal of the event. Moreover, AI-driven tools automate critical tasks such as registration, attendee management, and sending personalized reminders. These tools ensure that logistical operations are seamless, reducing the likelihood of errors and freeing up organizers to focus on creating more impactful event content and experiences. Additionally, the use of AI in event management extends to venue selection and format decisions, ensuring that each aspect of the event is optimized for success. By analyzing feedback and outcomes from similar past events, AI can recommend the best venues and setups that have historically led to high engagement and satisfaction. This level of automation and insight not only simplifies the planning process but also enhances the overall efficiency and effectiveness of the event, leading to a better allocation of resources and higher overall ROI. Personalized Networking Opportunities At a recent event in February, KHS People experienced firsthand the benefits of targeted networking, albeit through a time-consuming manual process. Integrating AI can streamline this process significantly by analyzing attendee data to match individuals based on industry, interests, and professional goals. AI enables the creation of personalized networking recommendations, scheduled meetups, and focused discussion groups, making business development events more valuable and likely to result in meaningful connections and potential business opportunities. This AI-driven approach to networking ensures that each participant engages in relevant and fruitful interactions. By facilitating connections that are most likely to result in collaborations or client relationships, AI not only enhances the attendee experience but also directly contributes to the event’s business development goals. This targeted networking facilitated by AI not only saves time but also ensures that every interaction at the event has the potential to contribute positively to the firm's business objectives. Post-Event Analysis and Follow-Up Following the event, AI tools play a crucial role in determining its success and areas for improvement by analyzing feedback and engagement metrics. This data-driven analysis allows for precise adjustments to future strategies, ensuring continuous improvement in event management and marketing tactics. Moreover, AI's capability to automate personalized follow-up communications is invaluable. Sending tailored thank-you notes, recaps of the event, and invitations to future gatherings based on individual interactions and interests helps maintain and strengthen newly formed relationships. The strategic use of AI in post-event analysis and follow-up not only enhances the understanding of what resonates with attendees but also ensures ongoing engagement. This consistent and personalized communication facilitated by AI fosters long-term relationships and loyalty, ultimately contributing to a stronger client base and higher ROI from business development activities. By integrating AI into their event strategies, law firms can significantly streamline operations, reducing overheads and focusing resources on impactful activities. This technology enables the creation of more engaging and personalized events, tailoring experiences to individual attendee interests and needs, which enhances satisfaction and participation rates. Ultimately, these refined and effective business development events facilitated by AI not only promise a higher ROI but also foster deeper and more lasting business relationships, crucial for sustained growth in the competitive legal market. Mastering the remote interview involves keen attention to several often overlooked details that can significantly enhance your performance and impression. In our discussion, we'll focus on three critical points that many interviewees tend to neglect: the importance of technical setup, the strategic positioning of notes, and effective use of body language.
Ensuring that your technical setup is flawless not only prevents disruptive technical issues but also helps maintain a professional demeanor. Meanwhile, conscious control over your body language can convey confidence and engagement, making the interaction more personable and impactful. Additionally, having your notes strategically positioned to be at eye level allows for quick reference without disrupting the flow of conversation. Addressing these aspects thoughtfully prepares you to handle the nuances of a remote interview, setting you apart as a well-prepared and adaptable candidate. 1. Familiarizing Yourself with the Platform Having experience with the platform before your virtual interview is an essential step that many candidates overlook. In today's diverse technological landscape, employers might use a variety of video conferencing tools such as Zoom, Microsoft Teams, Google Meet, or others less commonly used like WebEx or BlueJeans. If you've never used the platform specified for your interview, it's crucial to familiarize yourself with it before the day of the interview. Doing so ensures you won’t waste valuable time during the interview navigating the interface or dealing with technical difficulties. Start by downloading the software or app, if necessary, and create an account if you don’t already have one. Spend some time exploring its features. Most platforms offer tutorials or demo videos which can be incredibly helpful. Learn how to mute/unmute your microphone, turn your video on/off, and use any other pertinent features such as screen sharing or entering a virtual waiting room. You might also want to set up a mock meeting with a friend or family member to practice these skills in real-time, which can also help alleviate any anxiety about using new technology during a high-pressure situation. By taking the time to thoroughly understand and navigate your interview platform, you not only boost your confidence but also convey professionalism and attention to detail. Remember, the less you have to worry about technical issues, the more you can focus on presenting your best self and connecting with the interviewer. This preparation demonstrates your initiative and adaptability—qualities that are highly valued in any candidate. 2. Using Notes Effectively Having notes handy during a virtual interview can be a significant advantage, allowing you to reference key points without relying solely on memory. Prior to the interview, prepare a concise document with bullet points that outline your most impactful work. Organize these notes under specific headers with a couple of bullet points. This structured visual approach will help you quickly locate information during the interview and ensure that you are ready to discuss your experiences comprehensively. Consider positioning your notes at eye level during the virtual interview to ensure you can refer to them without having to look down, maintaining better eye contact and engagement with the interviewer. While it’s beneficial to have notes, it is also crucial to use them sparingly. Over-reliance on your notes can disrupt the natural flow of conversation and may give the impression that you are underprepared or unable to speak confidently about your experiences. Instead, familiarize yourself with the content of your notes well enough that a quick glance is all you need to recall detailed information. This preparation allows you to maintain eye contact with the interviewer and engage more genuinely, making the interaction feel more like a conversation than a rehearsed speech. To effectively balance note-checking with engagement, practice with your notes beforehand. Conduct mock interviews where you simulate the interview environment, using your notes only as prompts. This practice will help you become comfortable with when and how to refer to your notes without breaking the rhythm of dialogue. By mastering this skill, you can ensure that your notes enhance your performance rather than hinder it, keeping you composed and responsive throughout the interview. 3. Virtual Engagement Maintaining eye contact during a virtual interview is essential for building rapport and trust with your interviewer. In face-to-face interactions, eye contact plays a vital role in social connectivity, signaling attentiveness, confidence, and sincerity. In a virtual setting, this means looking directly into the webcam, not at the interviewer's image on your screen. Positioning your webcam at eye level and sitting no more than two feet away ensures that you appear engaged and present. Ensure that the camera frames your face and the top of your shoulders prominently. This setup enhances the quality of interaction and also simulates the effect of direct eye contact as if you were in the same room. Looking into the camera when speaking is a common piece of advice but essential for virtual interviews. This practice might feel unnatural at first, as the instinct is to look at the person you're speaking to on the screen. However, to the interviewer, it will appear as if you are making direct eye contact with them, which is far more personal and engaging. Prior to your interview, practice this by conducting mock interviews or even recording yourself speaking to the camera. This preparation helps adjust to where your gaze should be directed and reinforces the habit of maintaining "eye contact" with the webcam, ensuring a more personable and effective communication during the actual interview. Body language remains a pivotal aspect of communication, even in virtual interviews. Just because you're behind a screen doesn't mean your non-verbal cues aren't visible or impactful. Expressive hand gestures can be very effective when emphasizing significant points or expressing enthusiasm about a topic. Conversely, bringing your hands closer to your heart during personal reflections can convey sincerity and depth of feeling. Your overall posture also plays a critical role in how you're perceived: maintaining an open posture and avoiding crossed arms can make you appear more approachable and receptive. This openness not only enhances how you present your responses but also fosters a connection with your interviewer, increasing the likelihood that they will trust and value the information you share. Combining punctuality, technical preparedness, and polished on-screen presence forms a trifecta for a smoother virtual interview experience. Arriving on time, ideally logging in a few minutes early, shows respect for the interviewer's schedule and sets a positive tone. Ensuring there are no technical glitches by testing your equipment and software beforehand eliminates potential disruptions, allowing the interview to flow smoothly without awkward interruptions. Lastly, maintaining a polished on-screen presence through proper camera positioning, effective use of body language, and maintaining eye contact conveys professionalism and confidence. Together, these elements not only minimize stress and uncertainty but also enable you to present yourself as a well-prepared, competent candidate, making a strong impression on your interviewer. Finding the Right Firm for Legal Marketers: A Guide to Aligning Your Career with the Best Fit5/9/2024
As a legal marketer, finding a law firm that not only values your expertise but also aligns with your professional aspirations and personal values can significantly impact your career satisfaction and growth. This blog post explores key factors that legal marketers should consider when searching for the right law firm to call home.
Understand Your Career Goals Before beginning your search, clearly define what you want from your next role. Are you looking for a position that offers room for rapid advancement? Or perhaps you value stability and a firm with a strong, established brand. Knowing your career goals will help you identify firms that can offer the pathways to achieve them. Evaluate the Firm's Culture Culture plays a crucial role in job satisfaction and retention. For legal marketers, working in a firm that fosters a collaborative environment, values creativity, and supports professional development is vital. Consider the following when assessing a firm’s culture:
Scrutinize Their Reputation and Stability A firm’s reputation in the industry can be a double-edged sword. A highly reputable firm may offer prestige and a robust network, but it might also come with high pressure and competition. On the other hand, a smaller or less known firm might offer more significant opportunities to stand out and influence change. Assess the Leadership Team The leadership team's vision and how they treat both clients and staff can tell you a lot about working at the firm. Leaders who are approachable, value marketing, and actively participate in the firm’s marketing efforts can create an environment where marketing professionals thrive. Ask About Client Engagement Strategies Since legal marketers often interact with or influence client engagement strategies, understanding how a firm views and handles client relations is crucial. Look for firms that prioritize client relationships and value the role of marketing in building and maintaining these relationships. Consider Compensation and Benefits Finally, while not the only factor, compensation and benefits are undoubtedly significant. Look for a firm that not only offers competitive pay but also provides benefits that support your long-term financial and personal well-being, such as bonuses, health insurance, and retirement plans. Finding the right firm requires a mix of introspection and external research. By considering these factors, legal marketers can better position themselves to find a firm that not only meets their professional needs but also supports their personal values and lifestyle. The perfect firm is out there, and with the right approach, you can find your match and elevate your career to new heights. Choosing the right firm is a pivotal decision in your career. Take the time to research thoroughly and consider all aspects before making your move. A firm that values your contribution as a legal marketer and aligns with your career goals can provide a strong foundation for continued success and satisfaction. In the competitive landscape of legal marketing, carving out a personal brand can set you apart as an expert and influencer within your industry. For legal marketers working at law firms, developing a personal brand is not just about standing out; it's about creating a narrative that supports your career development and enhances your firm’s reputation. Here are practical steps to build and strengthen your personal brand:
Define Your Unique Value Proposition Start by identifying what makes you unique in the realm of legal marketing. Are you an expert in digital marketing strategies for law firms, or do you specialize in event planning and public relations? Understanding your strengths and how they align with the needs of your firm and the industry at large is crucial. Your unique value proposition should highlight your skills and the distinctive benefits you bring to the table. Establish a Professional Online Presence In today’s digital age, your online presence is often the first impression you make. A polished LinkedIn profile is essential. It should not only list your professional experiences and achievements but also reflect your professional interests through articles you write or share, and groups you are active in. Consider a professional Twitter account or a blog where you can share insights about legal marketing trends and case studies from your work. Network Effectively Networking is fundamental in the legal world. Attend industry conferences, seminars, and workshops to connect with peers and thought leaders. Being visible and vocal in such settings can elevate your profile in the legal marketing community. Additionally, don’t underestimate the power of internal networking within your firm to boost your visibility and influence. Speak and Write Publicly One of the most effective ways to build your personal brand is to share your knowledge. Look for opportunities to speak at industry events or contribute articles to well-known legal marketing publications or blogs. This not only positions you as an expert but also enhances your firm's profile in the industry. Continuously Learn and Adapt The legal and marketing fields are constantly evolving, so staying updated with the latest trends and technologies is crucial. Invest in continuous learning through courses, certifications, and reading. By adapting to new marketing strategies and legal advancements, you demonstrate your commitment to excellence and innovation. Seek Feedback and Mentorship Feedback is invaluable as it helps you understand how others perceive your professional brand. Seek feedback from colleagues and mentors within the firm to refine your approach. Mentorship, whether you are mentoring someone else or being mentored, is a powerful tool for personal and professional growth. Align Your Personal Brand with Your Firm’s Values Ensure that your personal brand does not just shine on its own but also complements your law firm's brand. This alignment helps reinforce the firm’s values and marketing goals, creating a cohesive and powerful marketing front. Building a personal brand takes time and effort, but for legal marketers, the investment is well worth it. By establishing yourself as a knowledgeable and visible professional, you not only advance your career but also contribute significantly to your firm's success. Engage actively, share your insights generously, and watch your personal brand thrive in the legal community. |
AuthorKate Harry Shipham is the Principal of KHS People LLC, an executive search firm for BD and marketing people in professional services firms. Kate has done search and recruiting for 14 years and prior to that was an attorney. She loves what she does, and is always open to continuing the discussion: [email protected] Categories
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