In January I tuned in to BTI Consulting’s annual webinar on the Market Outlook and Client Service Review of US Law Firms. There were some very practical insights relevant to all professional service providers, including 7 tactics for taking market share. Here are my highlights:
Read MoreIt’s that time of year again. Yep, the time that 80% of the emails we send come back with an ‘Out of Office’ message on them.
Read MoreA little while back I wrote an article cautioning law firms about the perils of playing in the ‘mushy middle’. I pointed out that this was the most competitive - and most vulnerable - part of the legal services market where fees are under the greatest threat. It’s also the part where it’s becoming hardest to make a decent living.
Read More“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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