Tag Archives: Law Firms

Selling Strategies for Mid-Size Firms

Are the global elite firms unstoppable? What should mid-size firms do to compete, other than merge to get bigger or get taken over? I believe there are several attractive value propositions for mid-size firms, but they need to be sold … Continue reading

Posted in Business Development and Selling, Coaching and Training, Leadership and Management, Managing Change | Tagged , , , , , | 3 Comments

Why Managing Matters is a Serious Matter

Are lawyers good project managers? Some don’t think so and I’m afraid I probably agree! I run workshops with senior associates on the subject and I usually start by asking the question ‘whose job is it to manage the matter?’ … Continue reading

Posted in Leadership and Management, Managing Change, Strategy | Tagged , , , , , , | 2 Comments

Strategy for Law Firms – Nine Tips for Management

Let’s face it, putting an effective strategy into place isn’t easy! Just mentioning the word ‘strategy’ can bring grown partners out into cold sweats! When we ask, most firms tell us that they’ve got a strategy. But we sense that … Continue reading

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If Tesco ran a Law Firm…..

When you get right down to it, law firms buy hours from their staff and then go out and try to sell them. Just like Tesco buy and sell apples. It’s a crude analogy but it’s essentially a similar activity. … Continue reading

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Take the Time Recording Challenge

You can’t bill what you don’t record! Most firms recognise that the largest source of leakage of chargeable time is the time that should have been recorded but wasn’t. Take this test to see what you would record. The answers … Continue reading

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Really Impressive Presentations to Win the Pitch

The work is rarely won just from doing a great presentation. There is often a firm favourite before the presentation starts as a result of how well they have impressed up to now, in terms of their initial response and … Continue reading

Posted in Business Development and Selling, Networking | Tagged , , , , | 2 Comments