Ten tips on cross-selling – Boosting internal networks

Posted on: March 29, 2016 Internal network - top tips for cross-selling

At a recent seminar on referrer and intermediary management, we turned our attention to the importance of internal referrals – What is commonly known as cross-selling. Here are the top ten tips on cross-selling picked by the delegates 1. Provide interesting internal talks (and follow up) Some firms organise “Brown Bag Lunches” (you have to take […]

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Strategic positioning: Can the professions constantly innovate?

Posted on: October 6, 2013

At the recent Professional Marketing Forum conference  there were a number of sessions where the topic of strategic positioning arose. At an early point in the proceedings, Simon Slater talked about competitive positioning strategy. He mentioned Rita McGrath’s book “The end of competitive advantage” who argued that “strategy is stuck”. Developing themes from Michael Porter, […]

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Law firms still missing a trick with apps?

Posted on: May 29, 2013

The following article appeared today on LexisNexis UK “Future of Law” http://lexislegalintelligence.co.uk/intelligence/blawg/2013/05/law-firms-still-missing-a-trick-with-apps/ In June 2012 I published a White Paper titled “UK law, accountancy and property firms – Are we missing the mobile revolution?”. The main points discussed included: Most UK law firm app development appeared to be focused on supporting lawyers in their work […]

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(Just about) everything you wanted to know about automated legal documents, but were afraid to ask

Posted on: March 9, 2012

As well as working with some “BigLaw” firms, a lot of my time is spent working with medium and small law firms on a variety of strategy, business development and relationship management projects. When it comes to the topic of developing legal products or services – and particularly the area of adopting technology and automation […]

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Product and service development – Legal Sector (Epoq webinar)

Posted on: December 7, 2011

Product and service development doesn’t get much coverage in the legal sector. So I spent my lunchtime yesterday watching the Epoq/DirectLaw webinar by Jon Busby and Grahame Cohen. I’ve seen Grahame speak at several events before but it’s always good to keep up to date – and I am sure that some of my clients will […]

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