We’re often told that the billable hour has had its day. That it’s archaic, that it’s inefficient, that it makes our clients angry and holds our practices back. So why do I tell many of my clients to charge an hourly rate instead of opting for alternative fee arrangements?Read More
It’s that time of year again. Yep, the time that 80% of the emails we send come back with an ‘Out of Office’ message on them. Aaaargh.
We all need a break and this is the time of year to take it.Read More
A little while back I wrote an article cautioning law firms about the perils of playing in the ‘mushy middle’. I pointed out that this was the most competitive - and most vulnerable - part of the legal services market where fees are under the greatest threat. It’s also the part where it’s becoming hardest to make a decent living.
But, still, that doesn’t mean your firm can’t thrive, even if it’s sitting smack bang in the middle of the bell curve.Read More
When buyers look at the market for legal services they see it as something of a bell curve...Read More
When it comes to the way your law firm operates - and what you expect your lawyers to do to keep it profitable - you might be surprised what your associates don’t understand.Read More
One of the main challenges in developing any professional services business is finding new ways to keep your personal brand top of mind and tip of tongue.
At yesterday’s Practice Reboot workshop, we discussed the best techniques rainmakers use to maintain regular contact with their network of clients, prospects, referral sources and influencers.
Essentially, it all boils down to a habit of keeping in touch on a regular and pleasant basis. But, like exercise, that takes time...Read More
This is a challenging time for law firms. Many practice owners, partners and principals are worried about what the next 12 months will bring.
You don’t need to be one of them….Read More
The market for legal work will be increasingly shaky, some argue
Little wonder, then, that so many lawyers are pessimistic about what the future holds for their practice. But I don’t think it’s all doom and gloom. Every period of great change also brings great opportunities.Read More
So you pooled your firm’s resources, pulled a few all nighters and presented a winning pitch. But what happens next? After the adrenaline of the tender process subsides, the reality of life on the roster can be a little slower than you’d like...Read More
I recently spoke at the 2016 CXPS (Client Experience in Professional Services) Conference in Durham, North Carolina. Coincidentally, the conference was held at the same time as Moogfest, an event that bills itself as a gathering of “artists, futurist thinkers, inventors, entrepreneurs, designers, engineers, scientists, and musicians.”
What I found interesting was that almost everything these creatives talked about applied just as much to lawyers, accountants, and other professionals. So, here are 7 ways professionals can be more creative, inspired by my Moogfest session.Read More
In May, I joined Lynette Nixon Innovation Director at PWC to address the CXPS: Client Experience in Professional Services Conference in Durham, North Carolina. Together, we spoke on ‘Building client journey maps to drive action and deliver smart revenue’.Read More
For professional services firms, working out your fees can be a balancing act between charging enough that you’re not leaving money on the table, but not so much that you’re pricing yourself out of work.Read More
Last week I blogged about three common fears that hold professionals back when it comes to asking for client feedback. And I was pleased to see that my post generated a reasonable of discussion from people on the feedback front line.
So, as promised, here are 5 more common fears and how to allay them...Read More
The value of client feedback to professional services firms is well documented. Good client feedback can - and should - help inform - the way your firm goes about so many things, from the training it provides through to the pitches it gives and even potentially the way it charges.
And yet, so many professionals let their fears about client feedback hold them back from doing it properly.Read More
A lot of people have been asking me how to ask for work lately. Here are seven tactics I tell them to use.Read More
If, like me, you believe that the essence of good client service is knowing your client, The Legal 500 GC Powerlist for Australia and New Zealand should make for a fascinating read.Read More
‘How can I possibly work on business development? I’m flat out doing client work.’
It’s something I heard at the recent Practice Reboot seminar. And it’s something I hear all the time from busy professionals.
So, if you’re struggling to find the time to build your practice, here are six tips to make it happen.Read More
Winning new clients is hard work. But it becomes a lot easier if you hit them with your pitch when they’re actually receptive to it.
Here are 8 triggers I’ve noticed that will make a potential client open their ears to the message of an adviser they haven’t yet worked withRead More