In each edition, The Lawyer magazine interviews an in-house lawyer or Group Counsel. I picked up the following trends into general counsel needs and selected some highlights to inform those either pitching to or building relationships with similar in-house counsel. Trends The importance of on-the-ground local counsel Use of preferred firms Read More
From the last six months of The Lawyer magazine, I picked out the following highlights from the various reports of law firm panels and pitches: Collaborative working with Barclays or RBS (30th June) “If you want a panel place then you need to get used to working in partnership with Read More
Despite over two decades of successful sales experience, I am not a fan of telephone cold calling (my reasons are shown below if you are interested). However, whenever I provide a marketing, sales or business development training course (as I was doing yesterday morning), people ask me how to be Read More
I have been helping law firms for almost two decades with their major informal pitches and formal tenders. I’m pleased to report that my success rate is almost 100%. I train both marketing/business development people and lawyers themselves in effective sales and pitch techniques. So I was interested to hear Read More
I’ve just written a full review of this book on business networking for Professional Marketing magazine - and it’s full of praise for this down to earth and immensely practical book. It's written by an accountant from Manchester who has dedicated decades of his professional life to improving professionals' networking Read More
