It’s usually easier to win new work out of existing clients and colleagues. We show you 16 ways firms do it.
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Research undertaken by my professional services business development consultancy confirmed that there was a degree of ‘empty brand awareness’ in our highly competitive legal marketplace. But, to hand it to the Australian firms, here’s how they responded to this perceived lack of difference.
Read MoreIt’s not long until the holiday season kicks off and everyone needs a break. Which brings me to your ‘out of office', or at least how to write one without weasel words. And it goes a little something like this …
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The networking events at this time of year can be a boon for BD, or a drain on our energy levels. The difference often comes down to how you approach it.
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In this day and age, ignoring procurement is a very big mistake.
Read MoreThe College Law Practice Management (COLPM) was formed to honor and recognise distinguished law practice management professionals, to set standards of achievement for others in the profession, and to fund and assist projects that enhance the highest quality of law practice management.
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The 2019 Rugby World Cup is on so I thought now was a great time to think about selecting your practice's own first XV. Who should you pick?
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Professionally Challenged interviewed Sue-Ella Prodonovich as part of their insiders guide to the changes currently happening in the legal industry.
Read MoreClients who are about to leave often give off the same signals. We explore exactly what they are.
Read MoreA survey conducted by Meritas Australia and New Zealand has revealed most employees at small- and medium-sized law firms feel their mental health and wellbeing is important to their firm, and many believe there is an open-door policy which enables them to seek help.
Read MoreIf you think only lawyers in private practice need to worry about marketing and business development, think again. More than ever, in-house lawyers need to know how to sell themselves to their own businesses, right from the start of their careers.
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The rainmaker belongs in the 1980s, not today’s professional services market. We explain why and how to win work without him.
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Having trouble getting the Business Development (BD) engine running again? Here are 6 ways that will help you kickstart it.
Read MoreThe ALSP industry has made dramatic progress in the past two years with growth led by the Big Four Accounting firms, Captive LPOs, Independent LPOs, Managed services providers and contract staffing services.
Read MoreWe all need a break and this is the time of year to take it. Just remember, while you’re away, not everyone will be. That brings me to your ‘out of office', or at least how to write one. And it goes a little something like this.
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What do Australia’s leading General Counsel really look like? Well, they’re most likely to be based in Sydney, have worked for a top-tier firm, experts in the finance sector and - perhaps most importantly - female
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The best ideas are usually brilliantly simple ones, like making your best type of client your next business development hire.
Read MoreWhile most people can identify when there are “issues” with a law firm or legal department’s processes, far fewer know where they are performing specific tasks well or have the discipline to check their biases. In this blog, we ask Catherine Alman MacDonagh JD how we can use Process Improvement to ask the right questions.
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.
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If 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.
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