Tag Archives: culture

Cross-Selling – The Art of Internal Pitching

My thesis on cross selling is quite simple – it doesn’t work in most firms because: the culture and metrics/rewards work against it happening partners don’t realise they should see cross-selling as, in essence,  internal pitching. Getting the Culture Right … Continue reading

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Coca Cola’s Employee Brand Proposition – a lesson for all?

Coke is a successful business for several reasons. One of them is because they focus on the clarity of communicating their brand and aligning their people to ensure they deliver. I think that other businesses, particularly professional service firms, could … Continue reading

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Helping Lawyers Learn New Skills

There are stages to our personal development and learning. We all start off being unconsciously incompetent. As a very young child, for example, we don’t know we can’t ride a bike. Then we get on a bike and realise it’s … Continue reading

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Why Western Style Training Doesn’t Work with Eastern Style Cultures

I’ve just come back from Asia having delivered three workshops in Kuala Lumpur, Sri Lanka for Indian, Pakistani and Bangladeshi participants and  China. This was my eleventh trip to Asia, designing and delivering programmes for international firms. I’m beginning to … Continue reading

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How strong’s the glue that holds your firm together?

Are you a superglue or masking tape kind of firm? Do your partners really, really understand what it means to be a partner in your firm? Even all the lateral hires who haven’t grown up in the firm. Even those … Continue reading

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How to Create a Successful Business Development Culture in Law Firms

It’s your heads of practice groups that should drive BD activity – or else they might drive away your best associates Client partners and heads of practice areas play a key role in influencing the BD performance of the people … Continue reading

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