At a recent change management training session – where the topic of changing attitudes and corporate culture was discussed at length – we talked about the challenge of encouraging solicitors to sell. And in overcoming their resistance to selling and cross-selling. When it comes to persuasion, it’s important to align Read More
At the 2017 Professional Marketing Conference http://www.pmforum.co.uk/conference.aspx , Anna Lind, Director of Client Relationship Management at JLL where she leads a team of seven, provided a fabulous property marketing case study. She talked through her six element client relationship management (CRM) and key account management (KAM) programmes which she has Read More
These three themes – Millennials, metaphors and resistance - arose during the most recent MBL change management for professional service firms training course https://www.mblseminars.com/Outline/Tackling-Change-Management---A-Workshop-for-Professional-Practices/8417 Millennials and change management One of the key topics of conversation was that the younger generation have a different outlook and approach which can prove challenging Read More
In 2015 I interviewed David Leadercramer, the former managing partner and senior partner of Ross & Craig solicitors http://www.rosscraig.com/ about his firm’s decision to merge with DML Stallard http://www.dmhstallard.com/ to gain insight into the merger decision and process. The original interview is below. David was kind enough to reflect recently Read More
This book review of "How to become the firm of choice" on strategy development in PSFs appeared in Professional Marketing magazine in the September 2017 edition. This book tells a story. In the form of a case study. It joins a mid-sized (21 partner) law firm on its two year Read More
