Being “client-centric” has almost become a cliché in the way firms describe themselves. However, some leading thinkers in the legal field see the ability of lawyers to say “no” as a key element of their professionalism, writes Andrew Mckenzie.

When uncertainty rattles business confidence, the best marketing is to show you’re there for your clients. It’s a purposeful way to connect and position yourself as the trusted adviser they need right now. We show you how to do just that…

Meetings with prospective clients are a critical part of any lawyer’s business development efforts, but striking the right balance between under-preparation and over-preparation can be challenging. Sue-Ella's S.L.A.Y. framework—Share, Learn, Ask or Affirm, and 'Yes' —provides a clear, actionable method for preparing effectively.

The results are in, and most of us agree: BD is more difficult for women in the insolvency and restructuring sector. Could the opportunity for niche profiling and a shift in client profiles offer a ray of hope?

An opportunity for Leaders in Law Firms or Legal Departments to work with Prof Michele DeStefano in Australia from 12-18 October, 2024.

If you’re one of this year’s crop of new Partners let me begin by saying congratulations. Partnership is a significant career milestone and one you should be celebrating. It also means you’re going to have to have a solid game plan for cementing your position and growing your practice into everything it should be.
Here’s my 10-point plan for doing just that …

Word-of-mouth is still king when it comes to building a professional services practice but the new business pathway is getting more tortuous.

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.

Writing an effective business plan doesn’t have to be painful. Here’s how you can get more out of yours in 6 steps.

In demanding times like these your business development plans become even more important. Here’s how to tackle them plus 5 CPD sessions to show you even more.

Firms want fee earners to be more than reliable technicians. They want professionals with commercial nous who can make good business development decisions based on intuition rather than just analysis. But not everyone knows instinctively what constitutes good BD. And what works for one firm may not work for another. So, how can you develop that instinct?

Back in 2005 this research provided ideas for Marketers in professional services firms who wanted a seat at the leadership table. I think its just as relevant today.

As economic conditions begin to bite, it pays to remember we’ve been here before…

If you’re not winning work out of LinkedIn, you’re doing something wrong…

Investing a little time in your small talk has the potential to pay off big. Here’s why.

Shutting down your phone and talking frankly could be the key to growing your practice. Here’s why.

You have just 120 hours a year to get your Business Development (BD) done. So what should you focus on?

In 2021, the Law Society of Singapore launched their first programme for small to mid-sized law firms called Raising The Bar (RTB). RTB is a four to five-month acceleration programme customized to help law firms transform their business journey. Here’s how three firms applied what they learnt in RTB …

As the legal industry diversifies beyond traditional structures, we’ve witnessed the rise of the hyperspecialised law firm. Often spinoffs from large law firms, hyper-specialised boutiques focus on a particular area of expertise, type of client, or local area

Winning back clients can be easier than wooing new ones. Wondering how to do that? The key is understanding why they left in the first place.

As the pressure to innovate mounts, firms are looking for previously unexplored avenues which may provide competitive advantage.

In professional services, the laws of Business Development (BD) are being re-written before our very eyes. I explore what it takes to succeed in today’s marketplace.

Why you should stop thinking about winning work and start thinking about building your ecosystem.

In my view, most firms make it too easy to say ‘no’ to pitching for work. Here are 8 reasons to say ‘Yes’ to a Request For Proposal (RFP) you don’t think you can win.