“It feels like common sense to play to the center of the market, but actually the middle is least desirable place to be.”
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When 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 MoreHow do you get professionals to contribute to your firm’s business development from the very moment they start? It’s one of the hottest issues in professional services marketing and BD right now, and it’s something I spoke about recently at an APSMA session in Auckland.
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So you pooled your firm’s resources, pulled a few all nighters and presented a winning pitch. But what happens next?
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In May, I joined Lynette Nixon Innovation Director at PWC to address the CXPS: Client Experience in Professional Services Conference. Together, we spoke on ‘Building client journey maps to drive action and deliver smart revenue’.
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For professional services firms, working out your fees can be a balancing act between charging enough that you’re not leaving money on the table, but not so much that you’re pricing yourself out of work. (Unless, of course, that’s your conscious plan.)
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Last week I blogged about three common fears that hold professionals back when it comes to asking for client feedback. And I was pleased to see that my post generated a reasonable of discussion from people on the feedback front line.
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The value of client feedback to professional services firms is well documented. And yet, so many professionals let their fears about client feedback hold them back from doing it properly. If you’re one of them, read on...
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A lot of people have been asking me how to ask for work lately. Here are seven tactics I tell them to use.
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If, 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 More‘How can I possibly work on business development? I’m flat out doing client work.’
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Winning new clients is hard work. But it becomes a lot easier if you hit them with your pitch when they’re actually receptive to it.
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An effective client listening program is one of the most valuable tools in any firm’s competitive armoury. If you’ve been thinking of developing a client listening program but don’t know where to start, you’re not alone.
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Let’s face facts, sometimes you just need work now. So if you’re struggling to get out from behind your desk and meet potential clients, here’s my guide to doing it the right way.
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Professional services firms are often told that success comes from focusing on, and ‘owning’ a particular market segment. But what exactly does that mean?
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Once upon a time, there was a time and a place for everything. Young professionals learned the ropes slowly and methodically.
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Many in-house legal teams adopt the view that they’re a law firm with the business as their sole client. I disagree with this approach entirely. Taking an ‘us and them’ stance reduces lawyers to a ‘check’ on strategy rather than being part of the strategic team.
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Call me old fashioned, but I think nothing beats referrers as a source of new work.
Read MoreDigging through my files I found this league table from 29 Sept 2005 issue of BRW magazine. Apart from the name changes what stands out for you?
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