From Coffee to Cases with Delisi Friday

How Bad Marketing Data Leads to Bad Decisions

Episode Summary:
In this episode of *From Coffee to Cases*, Delisi Friday delves deep into the detrimental effects of bad marketing data in law firms. She highlights how incorrect, missing, or excessive marketing data can lead to poor business decisions and hinder firm growth.
Key Timestamps:
00:00 – Introduction
01:30 – Definition of bad marketing data
04:15 – Impact on business decisions
06:45 – Importance of accurate data for referrals
08:20 – Tracking essential marketing data
10:10 – Creating meaningful reports and dashboards
12:40 – Accountability in data management
14:30 – The risk of having too much data
16:45 – Simplifying data tracking for efficiency
About the Show:
*From Coffee to Cases* is a podcast tailored for small law firm attorneys aiming to enhance their business through strategic referral systems and data-driven decision-making. Delisi Friday, the host, offers invaluable insights and practical solutions to transform law firms into referral-based powerhouses.

When Gifting Becomes a Team Sport

Episode Summary:
Delisi Friday shares how law firm owners can involve their entire team in personalized client gifting — turning it from a marketing task into a firm-wide culture of care. She breaks down how to create a simple system, track results, and inspire employees to build stronger client relationships that naturally lead to referrals.
Key Timestamps:
00:00 – Empowering teams to create personal gifting systems01:20 – Why employees should be part of gifting03:10 – Creating a budget and tracking gifts effectively05:00 – Measuring success and tying gifting to firm growth06:40 – Everyday client moments that create gifting opportunities08:20 – Thoughtful gifts for difficult life events10:40 – The meaning behind the Kintsugi bowl gift idea13:00 – Building a system for capturing client details15:10 – How to make gifting a team sport across departments17:30 – Shifting your team’s mindset toward thoughtful giving19:00 – Scaling gifting for stronger client relationships
About the Show:
From Coffee to Cases with Delisi Friday helps small law firm attorneys grow referral-based practices by building real relationships and systems that last. Each episode gives practical advice to help lawyers strengthen client connections, motivate teams, and grow their firms without traditional marketing.

The Referral Sources Hidden In Plain Sight

Episode Summary:
Delisi Friday shares how lawyers can uncover hidden referral opportunities that already exist in their daily lives — from neighbors and hairstylists to clients and family. She explains why people often forget what you do, how to remind them naturally, and how empowering your whole team to think this way can multiply your firm’s referrals.
Key Timestamps:
00:00 – Introduction: Why hidden referral sources matter01:15 – Everyday people who can refer you business03:30 – Why most lawyers forget to remind people what they do05:00 – The one simple question that reveals hidden referral potential06:40 – How to stay top of mind without being annoying09:50 – A real example that turned casual talk into a referral12:40 – The ripple effect: getting your entire staff involved15:30 – Turning Facebook groups and communities into referral hubs17:50 – Strengthening partnerships through staff referrals19:00 – Final thoughts: stop keeping your work a secret
About the Show:
From Coffee to Cases with Delisi Friday helps small law firm attorneys build referral-driven practices through real relationships and smart, repeatable systems. Each episode delivers practical advice to help you grow your firm sustainably without relying on ads or cold outreach.

Is That Organization Still Worth It? Time for an ROI Check

Delisi Friday explains how law firm owners can evaluate whether their professional memberships and sponsorships are truly worth the time, energy, and money invested. She introduces a practical tool — Mendelow’s Matrix — to help firms assess influence and interest, make intentional decisions, and stop wasting marketing budgets on outdated commitments.
Key Timestamps:
00:00 – Introduction: Reviewing yearly marketing decisions01:20 – Why evaluating organizations matters03:10 – How to assess time and money spent on memberships05:00 – What is Mendelow’s Matrix and how it works07:40 – Breaking down the four quadrants10:00 – Managing differences in team opinions12:30 – Why open debates improve firm decisions15:10 – Real-world examples of reallocating marketing budgets17:00 – When emotional connections still matter18:30 – Final thoughts and resources for law firms
About the Show:
From Coffee to Cases with Delisi Friday helps small law firm attorneys build referral-driven practices through meaningful relationships and smart, sustainable systems. Each episode offers actionable strategies that help lawyers attract the right clients, grow stronger teams, and create long-term business success.

Is That Organization Still Worth It? Time for an ROI Check (Video)

Delisi Friday explains how law firm owners can evaluate whether their professional memberships and sponsorships are truly worth the time, energy, and money invested. She introduces a practical tool — Mendelow’s Matrix — to help firms assess influence and interest, make intentional decisions, and stop wasting marketing budgets on outdated commitments.
Key Timestamps:
00:00 – Introduction: Reviewing yearly marketing decisions01:20 – Why evaluating organizations matters03:10 – How to assess time and money spent on memberships05:00 – What is Mendelow’s Matrix and how it works07:40 – Breaking down the four quadrants10:00 – Managing differences in team opinions12:30 – Why open debates improve firm decisions15:10 – Real-world examples of reallocating marketing budgets17:00 – When emotional connections still matter18:30 – Final thoughts and resources for law firms
About the Show:
From Coffee to Cases with Delisi Friday helps small law firm attorneys build referral-driven practices through meaningful relationships and smart, sustainable systems. Each episode offers actionable strategies that help lawyers attract the right clients, grow stronger teams, and create long-term business success.

Gifting Ideas to Create and Grow Referral Relationships

Episode Summary
In this episode of From Coffee to Cases, Delisi Friday, shares practical ways attorneys can use thoughtful gifting to deepen referral relationships. She explains why gifts don’t have to be expensive to be meaningful—what matters most is attention to detail and personal connection.
Delisi discusses creative gift ideas that stand out, from fun and practical Amazon finds to premium long-lasting items like Venus et Fleur roses. She also shares how to use everyday client and referral conversations to find the perfect gifting opportunities, and how including your staff in the process can make it even more genuine and consistent.
Whether you’re gifting to celebrate milestones, show appreciation, or simply stay top of mind, this episode breaks down how small gestures can lead to lasting relationships.
 
Key Timestamps
00:00 – Why gifting strengthens referral relationships02:00 – How to make gifts meaningful without overspending04:30 – Low-cost, practical gift ideas from Amazon06:00 – The story behind the “Battery Daddy” gift09:00 – When to give premium or long-lasting gifts like Venus et Fleur roses12:00 – How to involve staff in finding thoughtful gift ideas14:00 – Gifting opportunities based on casual client or referral conversations16:30 – Creative, family-friendly gift ideas that bring joy18:00 – Why gifts that show you listen can make you unforgettable
 
About the Show
From Coffee to Cases helps small law firm attorneys grow their businesses through meaningful relationships and authentic referrals. Each episode provides real-world strategies for building trust, staying memorable, and creating a referral system that works—without relying on ads or cold outreach.

Ways to Get to Know Your Referral Attorneys Personally

In this episode, Delisi Friday, shares how small law firm attorneys can turn surface-level professional connections into long-term referral partnerships. She explains why getting to know your referral partners as people—not just professionals—is the key to consistent, meaningful referrals.
Delisi offers practical, real-world strategies for attorneys who want to deepen relationships naturally, even if networking feels awkward. From thoughtful gifting and active listening to leveraging assistants and social media insights, she breaks down how to stay top of mind in a genuine way.
Whether you’re introverted or outgoing, this episode shows you how to connect personally and professionally—without feeling forced or phony.
 
Key Timestamps
00:00 – Why building personal connections strengthens referral relationships02:00 – How to make relationship-building feel natural, not awkward04:30 – Using thoughtful gifting and follow-up to stay top of mind06:00 – How simple personal questions open the door to stronger connections08:30 – Why assistants can be a secret weapon for meaningful gift-giving10:00 – “We creep because we care”: Using social media to learn more about your contacts12:00 – The power of listening and following up to show genuine interest14:30 – Balancing personal and professional energy when networking17:00 – Relationship-building tips for introverted attorneys
 
About the Show
From Coffee to Cases helps small law firm attorneys grow their businesses through real, relationship-based referral marketing. Each episode delivers honest, actionable advice on how to build meaningful connections, increase referrals, and create a steady flow of quality clients—without relying on ads, billboards, or gimmicks.

The Case for Regular Check-Ins: Building a Low-Maintenance, High-Return Referral System

Episode Summary:
In this episode, referral marketing strategist Delisi Friday explains why regular check-ins are the secret weapon for building strong referral relationships. From simple follow-ups to creative ways of staying top of mind, she shares practical tactics that help lawyers move beyond transactional asks and create lasting partnerships that generate consistent cases.
Key Timestamps:
01:45 – Why check-ins are the foundation of referral marketing04:20 – Different types of check-ins that keep you top of mind07:10 – How often lawyers should follow up with referral partners10:30 – Creative conversation starters that add value13:50 – Delegating follow-ups to staff without losing the personal touch15:20 – Success story: how one follow-up turned into a big case referral17:40 – Tools like handwritten notes to stand out and stay memorable
About the Show:
From Coffee to Cases is hosted by Delisi Friday, founder of First Call Friday. The podcast helps small law firm attorneys stop begging for leads and start building thriving practices powered by referrals and real relationships. Each episode shares actionable strategies to help lawyers grow with confidence, clarity, and stronger partnerships.

Red Flags in Referral Partnerships, and How to Handle Them Professionally

Episode Summary:In this episode of From Coffee to Cases, Delisi Friday, founder of First Call Friday, explores how small law firm attorneys can protect their reputation and business by carefully managing referral relationships. Delisi outlines the warning signs of a troubled referral partnership, including lack of communication, one-sided referrals, misalignment in practice styles, and even unethical behaviors. She explains how to set clear expectations upfront, the four key questions attorneys should ask before entering a partnership, and how to navigate difficult conversations when things go wrong—all while maintaining professionalism and client focus.
 
Key Timestamps:00:01 – Welcome to From Coffee to Cases with Delisi Friday01:05 – Early warning signs of trouble in referral relationships03:20 – The difference between one-sided vs. cross-referrals07:10 – Stories of unethical behavior and how to protect your referral sources12:45 – Red flags from misalignment in case handling and practice style17:30 – Four essential questions to ask before starting a referral partnership22:50 – How to salvage a struggling referral relationship without harming the client27:35 – The importance of open communication and setting expectations30:15 – Why some partnerships just aren’t the right fit—and that’s okay33:40 – How to confidently approach tough conversations with referral partners36:20 – Closing thoughts: protecting your reputation while growing your firm
 
About the Show:From Coffee to Cases is hosted by Delisi Friday, founder of First Call Friday. The podcast helps small law firm attorneys stop begging for leads and start building thriving practices powered by referrals and real relationships. Each episode shares actionable strategies to help lawyers grow with confidence, clarity, and stronger partnerships.

Creating a Referral Target List That Actually Works

Episode SummaryIn this episode of From Coffee to Cases, legal marketing strategist Delisi Friday, founder of First Call Friday, shares why every lawyer needs a structured referral target list to build a strong and predictable referral engine. She explains how to prioritize your referral partners using a simple traffic light system, organize outreach efficiently, and maintain valuable connections even when key contacts leave a firm.
Delisi also discusses low-cost ways to stay top of mind with your network, how to track case types so you’re always referring accurately, and why this system works even in small towns or competitive practice areas.
Key Timestamps
00:00 – Why a referral target list is essential for lawyers03:45 – The danger of relying on hope instead of strategy07:12 – How the traffic light system (green, yellow, red) prioritizes your outreach12:05 – Keeping multiple contacts at a firm so referrals don’t disappear15:50 – Updating case criteria and avoiding bad referrals19:30 – Creative, low-cost ways to nurture referral relationships25:00 – Why small towns and competitive markets can still thrive with referrals28:45 – Turning conflicts and rejected cases into opportunities32:10 – Final takeaways on building a referral list that brings real results
About the Show
From Coffee to Cases with Delisi Friday is a podcast for lawyers who want to grow their practice through relationships, not just ads. Legal marketing strategist Delisi Friday shares practical, proven strategies to help attorneys build referral-based businesses that are stable, scalable, and authentic. Whether you're a solo or in a large firm, each episode offers simple tools and mindset shifts to help you turn conversations into consistent case flow.
Learn more about Delisi Friday and her referral marketing strategies at FirstCallFriday.com
Follow From Coffee to Cases for more practical tips to grow your law firm through intentional connections