Relationship and referrer management – Piggybacks, Ghosting, Ridealongs, Swapsies and Orange Crates

Posted on: December 13, 2017 Relationship and referrer management

I regularly run training courses – both on public sessions and in-house – on relationship and referrer management. At a recent session presented through MBL Seminars, we explored some of the more popular techniques for relationship and referrer management whether for internal or external referrers. Piggybacking – Rather than mount an entire campaign on your […]

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Private client marketing – Competing in the digital era

Posted on: November 9, 2017 Private client lawyers

This article on “Private client marketing – competing in the digital era” was published in the November 2017 edition of The Law Society’s PS magazine for private client lawyers http://communities.lawsociety.org.uk/private-client/ps-magazine/ Whilst we should be excited about the potential of digital technologies to help busy private client lawyers with their business development activities, it seems that […]

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Business development for lawyers – Pipelines, relationship management and international marketing (October 2017)

Posted on: October 16, 2017 Business development for lawyers - International marketing

At a recent CLT course on Business development for lawyers, I was working with employment, construction and commercial lawyers. The key points of interest were as follows: Pipeline management Pipeline management is particularly important for those selling commercial legal services to organisations. There is often a significant lead time between targeting or making first contact […]

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Book review: How to become the firm of choice by Robert J Lees and August J Aquila (strategy development)

Posted on: September 4, 2017 Firm of choice book review

This book review of “How to become the firm of choice” on strategy development in PSFs appeared in Professional Marketing magazine in the September 2017 edition. This book tells a story. In the form of a case study. It joins a mid-sized (21 partner) law firm on its two year journey to develop and implement […]

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Developing a private client practice – 10 insights (July 2017)

Posted on: August 2, 2017

In July 2017, I presented another of the successful MBL sessions on “Developing a private client practice” https://www.mblseminars.com/Outline/Developing-_-Sustaining-Your-Private-Client-Practice/5747 . As the nature and interests of the delegates – and the most pressing issues in the legal market – vary at each workshop, so the key points change. Here are the topics that generated most interest at […]

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