If you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.” This year I thought I’d do something different …
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 MoreOn 17 January 2017 I shared these tips with clients after attending a briefing by Boston-based BTI Consulting. Last week one Managing Partner pulled this checklist out from his management folder. It was highlighted and notated - and it made my day.
Read MoreIt’s usually easier to win new work out of existing clients and colleagues. We show you 16 ways firms do it.
Read MoreWhether it’s revenue, profitability, staff KPIs or new sales, every professional services firm likes to measure performance. The problem is many measure things that probably don’t matter. Here’s my list of what your firm actually should be measuring.
Read MoreIf you think the challenges of a professional services firm and an NBA basketball team are worlds apart, think again. We show you what your firm can learn from the Boston Celtics.
Read MoreWant to know how to go from easy-beats to all-conquering? Find out the 6 lessons the Richmond Tigers have for all professional services firms.
Read MoreWant to start building a practice from scratch? Here’s my game plan for what you need to do.
Read MoreEnjoying your work is an important, and often overlooked, part of building a successful practice. After all, if you’re not happy doing what you do, bringing in even more of the same won’t cure anything.
Read MoreThink paying your rainmakers is the key to winning more work and growing a sustainable practice? Think again.
Read MoreThere are lessons in the Banking Royal Commission for all professional services firms. Here are four that I think we all need to know.
Read MoreLaw-firm success can be attributed partly to how well its leaders lead, but probably more important is how well its followers follow.
Read MoreIf you have HR responsibilities in a law firm then you’re working in the epicenter of turbulent times. Here are six strategic shifts within legal with profound HR implications.
Read MoreIf, like me, you believe that the essence of good client service is knowing your client, The Legal 500 General Counsel Powerlist for Australia and New Zealand should make for a fascinating read.
Read MoreThe recent report Australia: State of the Legal Market 2015 revealed just how much the legal market has changed over the past 10 years. What I’m interested in is what this change means for law firms hoping for a future.
Read MoreGiven the many changes to the legal industry in recent years, it's become somewhat fashionable to question the business savvy of the people leading traditional law firms. But my experience is that this thinking misses the point - at least in the main.
Read MoreLast week I spoke with legal, accounting and engineering firms about what 2015 is likely hold for business development and marketing. And it made me think back to research I did in 2006, some nine years ago.
Read MoreLaw firms can often deliver better service and generate better profitability by refining the way they work.
Read MoreFor professional services firms, a successful sales campaign involves much more than simply cold calling. It requires strategy, planning and - most importantly of all - commitment across the whole firm.
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