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 …
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Knowing your share of wallet guides key account objectives…whether to grow, protect and maintain, or reduce client concentration for a resilient practice and long-term stability.
Read MoreThe new financial year is almost upon us, at least in Australia. And I’ve come up with 12 business development ideas your practice can use to make sure next financial year is a good one.
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Asking for client feedback can seem confronting. In fact, many, if not most of us, would prefer not to know at all rather than be faced with the reality that a client didn’t like our service. But there are so many reasons to ask your clients what they think of you.
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For 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.
Read MoreIf you want to be indispensable to your clients don’t think about trying to become their trusted adviser. Don’t think about how you can repackage your fees or offer more elaborate customer service either. Instead, think about one thing: what can you do to make things easier?
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“Get your Firm’s practice managers, finance and marketing specialists to work together so that pricing models and service align with your marketing and positioning messages.” This tip and 27 more from the client-side.
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Recommendations and referrals are the lifeblood of any professional services business but there’s something that can make us decidedly embarrassed about asking for them.
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In today's AFR I was asked my opinion about the future of Australia's insurance practices. The article came in the wake of many high profile members of Sparke Helmore's insurance team defecting to Hall & Wilcox.
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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 MoreLaw and accounting firms are increasingly seeing the value in rigorous client feedback and some firms are becoming very good at gathering and using it to improve their practice
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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.
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We’re often told that winning new work means knowing as much as you can about a client before you meet them for the first time. It’s great in theory. But in reality, new clients often want to meet on very short notice – and that’s where an efficient briefing system can really help.
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One of the most common questions professionals ask me is what to do when they’re asked to reduce their fees.
Read MoreI’m very pleased to have been invited to join the editorial board of the US-based Legal Sales and Service Organization.
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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Formal client feedback programs are a vital part of client listening, not least because they can underscore your firm’s commitment to clients in a very tangible and personal way. But they should never be where your client listening program begins and ends.
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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