Earlier this week I led the first of a new training session on this topic (Helping fee-earners prepare the perfect pitch) with 18 delegates representing global law firms, medium sized law firms, accountancy practices, economists and actuaries with varied experience of pitching and selling. Initial discussions centred around the challenges. The Read More
In a January issue of The Lawyer (16th January 2012), there was an article about how the relatively new FD (Lucinda Bell – daughter of a former BL CEO – was formerly head of tax) was given the brief to review relationships with outside law firms. It seems that a Read More
As a marketing consultant, I like to keep to date with the developments in systems available to marketers and their firms and so I spent some time with the folk at Thomson Reuters to see what is on offer with Hubbard One which is used by a significant number of Read More
As part of its service to its professional service clients, Kelso PR provides a series of short, free seminars for fee-earners. Last Friday I attended a session titled “Winning clients in a difficult environment” to see what they were like. It was a relatively small group – about 25 or Read More
I recently did some work with a professional firm on value propositions. And whilst I cannot share the detail of that work I thought it was worth highlighting a few key points about the importance of the poorly understood (or applied) concept of value propositions. Definitions There are numerous definitions Read More
