As economic conditions begin to bite, it pays to remember we’ve been here before…
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In 2021, the Law Society of Singapore launched their first programme for small to mid-sized law firms called Raising The Bar (RTB). RTB is a four to five-month acceleration programme customized to help law firms transform their business journey. Here’s how three firms applied what they learnt in RTB …
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As the legal industry diversifies beyond traditional structures, we’ve witnessed the rise of the hyperspecialised law firm. Often spinoffs from large law firms, hyper-specialised boutiques focus on a particular area of expertise, type of client, or local area
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As the pressure to innovate mounts, firms are looking for previously unexplored avenues which may provide competitive advantage.
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If you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.” This year I thought I’d do something different …
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As professionals we often think we need be the dominant player, setting the course and steering the ship. But the best ideas usually arise when we’re surrounded by ambiguity.
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Anyone who’s read my articles for any length of time will be aware of my contempt for pushy cross-selling. But that doesn’t mean you shouldn’t be servicing your clients by joining with your firm’s other sections, areas or practice groups; far from it.
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Q: How do you motivate a busy professional to write an article? A: You can't. So here's 7 steps to make it easier for everyone...
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Referral relationships are all about reciprocity. But sometimes we’re just not in a position to refer work back to someone who sends it our way. So, if you find yourself without any clients to send back to your referrer, here’s what you can do.
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Saying thank you isn’t just good manners, it’s also good for business
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Many, if not most, group retreats fail to achieve everything they really should. Here are 8 common reasons they fall apart.
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If you’re one of this year’s bumper crop of new Partners here’s what you need to know about Business Development (BD).
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Moving your practice but don’t know how your clients will take it? Find out exactly what you need to say to them and how you should behave to ensure a smooth transition.
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Why do we keep asking smart professionals to do these dumb things when it comes to Business Development (BD)
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On 17 January 2017 I shared these tips with clients after attending a briefing by Boston-based BTI Consulting. Last week one Managing Partner pulled this checklist out from his management folder. It was highlighted and notated - and it made my day.
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It’s usually easier to win new work out of existing clients and colleagues. We show you 16 ways firms do it.
Read MoreWhether it’s revenue, profitability, staff KPIs or new sales, every professional services firm likes to measure performance. The problem is many measure things that probably don’t matter. Here’s my list of what your firm actually should be measuring.
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If you think the challenges of a professional services firm and an NBA basketball team are worlds apart, think again. We show you what your firm can learn from the Boston Celtics.
Read MoreWant to know how to go from easy-beats to all-conquering? Find out the 6 lessons the Richmond Tigers have for all professional services firms.
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Referrals are the lifeblood of most professional practices. But it’s not always easy to negotiate your way around the etiquette of referrals so that you keep referrer and client happy. That’s why I’ve created this guide to referral etiquette.
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