I have just published a short article on this topic for Delia Venables’ Internet Newsletter for Lawyers. They key points covered include: Listen to the market (research) Attend events (market intelligence/make connections) Follow up Manage your contacts Prioritise your pipeline Promote your referrers and clients Create a campaign Optimise your Read More
I have just published a short article on this topic for Delia Venables’ Internet Newsletter for Lawyers. They key points covered include: Recruiting your own marketing person Existing active programme of activities? Level of involvement of partners/lawyers? Generalist or specialist? Tactical or strategist? Detailed job description? How will you measure Read More
Following a lively debate on a LinkedIn group, I recently wrote an article for Professional Marketing magazine http://www.pmforum.co.uk/ which explored whether the business development challenges and approaches in a large firm were significantly different from those in a small firm. The key areas explored included: Engagement Infrastructure Bureaucracy and influence Resources Read More
Targeting is one of those interesting areas that sometimes falls between the marketing plan (where market sectors and ideal clients are described) and selling (where attention is concentrated on converting leads generated by marketing). At the other end of the scale, some firms simply have lists of named institutions and Read More
A couple of my clients are on the look-out for candidates in both new and existing posts and at senior and junior levels. Here are some pointers on ensuring that your recruitment process goes smoothly and that you make the right choice: Business aims? It should go without saying that there Read More