Earlier this week I led the first of a new training session on this topic (Helping fee-earners prepare the perfect pitch) with 18 delegates representing global law firms, medium sized law firms, accountancy practices, economists and actuaries with varied experience of pitching and selling. Initial discussions centred around the challenges. The Read More
Last week, I had the good fortune to spend the morning with some bright young professional services marketing folk at a workshop entitled “Marketing and Business Development Planning in a nutshell”. We acknowledged that whilst marketers needed detailed marketing and BD plans, fee-earners only needed a short, sharp one page summary Read More
Recently, I ran another of the successful Business development for lawyers full day training sessions in London. Unusually, the delegates were predominantly from commercial areas including corporate, property and employment representing a range of small and larger firms from across the UK. Some of their target markets were interesting: aviation, Read More
Hubspot is a source of excellent material on most digital marketing topics and this guide is no different – it is available from: http://www.hubspot.com/15-business-blogging-mistakes-and-easy-fixes/ - although there were a couple of the 15 points which appeared to duplicate information. One of the most valuable elements of the ebook is the statistics: Read More
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
