Being “client-centric” has almost become a cliché in the way firms describe themselves. However, some leading thinkers in the legal field see the ability of lawyers to say “no” as a key element of their professionalism, writes Andrew Mckenzie.
Read MoreDo 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 uncertainty rattles business confidence, the best marketing is to show you’re there for your clients. It’s a purposeful way to connect and position yourself as the trusted adviser they need right now. We show you how to do just that…
Read MoreMeetings with prospective clients are a critical part of any lawyer’s business development efforts, but striking the right balance between under-preparation and over-preparation can be challenging. Sue-Ella's S.L.A.Y. framework—Share, Learn, Ask or Affirm, and 'Yes' —provides a clear, actionable method for preparing effectively.
Read MoreAs economic conditions begin to bite, it pays to remember we’ve been here before…
Read MoreShutting down your phone and talking frankly could be the key to growing your practice. Here’s why.
Read MoreWinning back clients can be easier than wooing new ones. Wondering how to do that? The key is understanding why they left in the first place.
Read MoreIf you left your firm would your clients follow you to a new one?* If you don’t know then your probably don’t know your clients well enough.
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 MoreSaying thank you isn’t just good manners, it’s also good for business
Read MoreFor a long time many business experts have been singing the praises of the cross-sell for professional services firm. Well, I disagree - at least in part. Here’s 5 reasons why.
Read MoreThe key to professional services success could be to ditch the people you don’t get along with.
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 MoreThe coffee catch-up is now officially dead thanks to COVID-19. I think that’s a very good thing too.
Read MoreIs now the right time to pull the plug on your client relationship partner?
Read MoreThese five perfectly paired questions should be in the kit of every client-facing professional who wants to better understand their contacts and build relationships that hum.
Read MoreWith COVID-19 forcing big changes to our work, keeping up the relationship with your clients requires a new set of rules.
Read MoreWhat are the factors that make a barrister a "barrister of choice" in 2020? Gone are the days of whisky-laden trolleys, cerise-ribboned briefs, Luddism being de rigour, prohibitions on barristers visiting solicitors offices, and women barristers being “novel”.
Read MoreNo business likes to turn down a paying customer. But for professional services firms, firing bad clients isn’t just important, it’s essential.
Read MoreTurning around your clients’ perceptions and improving your Net Promoter Score may be much easier than you think, so long as you’re brave.
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