Book review: Rainmakers and Trailblazers – A practical step-by-step guide to effective business development for lawyers showing how their support teams can help

Posted on: December 18, 2013

At the end of November 2013, I submitted the 65,000 word manuscript to Legal Monitor for my fourth book. Whilst there are a number of existing books on business development for lawyers this one is different for a number of reasons: For all shapes and sizes of lawyers – whether you are in a large […]

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The pricing of family law services – An overview

Posted on: March 27, 2013

Last week, I presented a webinar for CLT on this subject. It was very well attended and there was some interesting discussion at the end. This built on the debate that had taken place on various LinkedIn discussion groups beforehand and as a result of the publicity surrounding the research I conducted in conjunction with […]

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Securing your seat at the strategy table

Posted on: December 7, 2011

I wrote a chapter on this topic for Ark Publication’s “Best Practices in Legal Marketing” which was published last month. I start by considering the reasons why there may not appear to be a strategy at a law firm – and why there may be a reluctance for the partners to try and produce one […]

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Linking pipeline and portfolio management to avoid strategic drift

Posted on: August 26, 2010

Unlike lawyers who rarely have repeat business, accountants have portfolios of work – a large proportion of which is ongoing compliance work (e.g. audits) and a smaller amount which is ad-hoc advisory work. Of course, some accountants – such as those working in the corporate finance arena – will have a large transactional element where […]

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Elderly, grey, silver, mature or hyperactive?

Posted on: August 8, 2008

This week I was asked to present a training session on the subject of marketing to the elderly market. Quite a tricky one as it is right in the middle of consumer marketing land whereas I am a native of business-to-business marketing country. Anyway. I did a fair bit of research over the past few […]

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