When it comes to the way your law firm operates - and what you expect your lawyers to do to keep it profitable - you might be surprised what your associates don’t understand.
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Firms want fee earners to be more than reliable technicians. They want professionals with commercial nous who can make good business development decisions based on intuition rather than just analysis. But not everyone knows instinctively what constitutes good BD. And what works for one firm may not work for another. So, how can you develop that instinct?
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If you’re not winning work out of LinkedIn, you’re doing something wrong…
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Investing a little time in your small talk has the potential to pay off big. Here’s why.
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BD can be more difficult if you don’t fit the stereotype…
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In professional services, the laws of Business Development (BD) are being re-written before our very eyes. I explore what it takes to succeed in today’s marketplace.
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Silly season will soon be upon us, and if you’re an introvert like me, chances are you could be dreading it… That’s why I’ve come up with these tips to help you find it both rewarding and (dare I say) enjoyable.
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There’s a trend among professional services firms to doing more training online. But is it effective when it comes to building networks and learning the right way to do BD? Or are you better off going back to face to face?
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If your Associates had the chance, they’d probably change a lot about your firm - especially when it comes to the way you’re helping - or not helping them - develop their careers. And I think they are onto something.
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Whilst having a stringent, forward-thinking business development plan is critical, ensuring it is compatible with your personal values and ideals ensures its viability and success.
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It’s usually easier to win new work out of existing clients and colleagues. We show you 16 ways firms do it.
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In this day and age, ignoring procurement is a very big mistake.
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The best ideas are usually brilliantly simple ones, like making your best type of client your next business development hire.
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The networking events at this time of year can be a boon for BD, or a drain on our energy levels. The difference often comes down to how you approach it.
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In May, I joined Lynette Nixon Innovation Director at PWC to address the CXPS: Client Experience in Professional Services Conference. Together, we spoke on ‘Building client journey maps to drive action and deliver smart revenue’.
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Once upon a time, there was a time and a place for everything. Young professionals learned the ropes slowly and methodically.
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Call me old fashioned, but I think nothing beats referrers as a source of new work.
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I've just returned to Sydney from the Legal Marketing Association (LMA) conference in San Diego. The conference is one of the best places in the world to hear what law firms are doing to grow their businesses.
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There is a generational shift in the buyers of legal services. So it makes sense that there should be a generational shift in the people trying to connect with those buyers too.
Why this is happening and what firms are doing...
Read MoreIn 2015, I'll again be facilitating the strategy and business planning sessions as part of the College Of Law's Legal Practice Management program.
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