Given 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.
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Four corporate GCs of US Companies gave their unvarnished opinions of law firm marketing at the legal sales and service conference in Chicago. Here’s what they said …
Read MoreFor professional services firms, developing clients and winning more work can sometimes seem like a daunting task. So if you’re looking to kick off or refresh your business development efforts, here are 14 ideas to get you started.
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For professional services firms, quantifying the exact contribution sales or business development makes to bringing in a new client can be a difficult exercise. That's because..
Read MoreIt’s the time of year when owners of professional services firms take a break from working on their clients and think about working on their business.
Read MoreBreaking up may be hard to do, especially when there is money involved. But if you’re not consistently showing bad clients the door you’re not just making your working life less enjoyable, you’re also affecting your business’s ability to grow.
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Last 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.
Read MoreLaw firms are asking some big questions as they plan for the new year. Pricing and relationships with clients are at the forefront, as law firms jostle for market position and dwindling revenue.
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Over the past week I've been reading on-line discussions by professional service marketers about the mixed quality and apparent demise of e-cards. Comments include …
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In June 2013 Sue-Ella attended the Legal Sales & Service Organisation's Rain Dance Conference. The conference included a presentation from Bob Bratt, COO of DLA Piper's US operations which provided insight as to how the firm has successfully revitalised its sales efforts.
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A key challenge with professional services is the ability to quantify the contribution of the business development function given difficulties in identifying who really made the sale, long lag times, and the complex nature of relationships and networks that may influence outcomes.
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Simon Sinek has a simple and powerful model for leadership all starting with a golden circle and the question "Why?"
Read MoreBusinesses that recognise the financial challenges faced by their clients during difficult economic times are in a better position to protect their own revenue. Here’s my top 7 tips for protecting good client relationships and profits.
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Lawyers and websites used to be like oil and water, but this is rapidly changing.
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