Book Review: The New Successful Large Account Management by Robert B Miller and Stephen E Heiman with Tad Tuleja (KAM – Key Account Management)

Posted on: June 12, 2015

I was struck at a recent PM training course “Towards KAM – helping fee-earners with client relationship management” that there were a number of business development professionals in professional service firms who were in dedicated key account management roles. So books on Key Account Management (KAM) are topical and I reviewed this one for PM Forum […]

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Law firm financial benchmarking – report for small and medium sized solicitor practices from NatWest

Posted on: November 21, 2013

In October, NatWest Bank produced a free law firm financial benchmarking report on the profits being made by law firms outside the UK’s top 100. It shows that law firms with profits below £25m are struggling to turn fees into real profit. The report, authored by well-known law firm finance expert Robert Mowbray, uses data […]

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From Jesse J to Einstein – ROI in professional service firm marketing and business development

Posted on: October 24, 2013

I was recently asked to prepare a session for a group of law firms on Return on Investment ROI in professional service firm marketing and business development. Sometimes, marketers are a bit like Jesse J and expect partners to make a leap of faith – “It’s not about the money, money, money – we just […]

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Developing a family law practice – mind shift, focus and pricing

Posted on: May 14, 2013

At a recent CLT session on this subject, the delegates – mostly heads of family departments outside of London – found the following concepts most valuable for developing a privately funded family law practice: Mind shift – from public service provider to profit generator a)         Accept it’s not Legal Aid anymore – Those who have predominantly done […]

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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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