Do lawyers make great leaders? Professor Michele DeStefano believes they can—but it takes more than technical skill to earn true followership. Here’s her Three Rules of Engagement to help you make the shift from subject matter expert to a trusted adviser and leader…
Read MoreWhen 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.
Read MoreWriting an effective business plan doesn’t have to be painful. Here’s how you can get more out of yours in 6 steps.
Read MoreFirms 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?
Read MoreIf you’re not winning work out of LinkedIn, you’re doing something wrong…
Read MoreInvesting a little time in your small talk has the potential to pay off big. Here’s why.
Read MoreBD can be more difficult if you don’t fit the stereotype…
Read MoreShutting down your phone and talking frankly could be the key to growing your practice. Here’s why.
Read MoreAs the pressure to innovate mounts, firms are looking for previously unexplored avenues which may provide competitive advantage.
Read MoreIn 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.
Read MoreSilly 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.
Read MoreAnyone who’s read my articles for any length of time will be aware of my contempt for pushy cross-selling. But that doesn’t mean you shouldn’t be servicing your clients by joining with your firm’s other sections, areas or practice groups; far from it.
Read MoreThere’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?
Read MoreQ: How do you motivate a busy professional to write an article? A: You can't. So here's 7 steps to make it easier for everyone...
Read More'Delighting' clients is a goal that puts Herculean pressures on professionals, offers low marginal value to clients, and increases costs of doing business. So what to do?
Read MoreIf 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.
Read MoreIf you’re one of this year’s bumper crop of new Partners here’s what you need to know about Business Development (BD).
Read MoreMoving your practice but don’t know how your clients will take it? Find out exactly what you need to say to them and how you should behave to ensure a smooth transition.
Read MoreWhilst 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.
Read MoreIt’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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