Business development and client relationships

What clients want

Wag the blog

Get to grips with client needs

Eyes bigger than tummy

Coming under fire

Connecting with clients

Getting the client relationship review meeting right

Building trust

12 support staff strategies for keeping clients happy

How to murder a client relationship

Take control of practice development

Business development beyond the bounds

All in the talk

Sweet and powerful business development

Business development and sales skills for lawyers

Business development coaching checklist

Making the right impression - establishing credibility

Business development through networking

Effective questioning and active listening

Listening for those unspoken questions

Letters and the telephone - tools for selling your services

Making cross selling happen in practice

Winning engagements

Adding value to client relationships

Personal marketing skills index

How to add value to client relationships

20 strategies for keeping clients (happy)

Client relationship marketing

See additional resources in Coach me and our blog.

Tenders, proposals and pitching for business

Getting your message across

Getting invited to bid

Before you write your tender or proposal

Environmental scanning - preparation for tender

Environmental scanning - preparation for pitch

Preparing for competitive tenders and proposals

Case studies can improve your tender or proposal

References - some key themes

Public sector references - some key themes

Obtaining references to support public sector tenders

Outline questionnaire for marketing and business development professionals - obtaining references for bids

Pitching for government legal work

Debriefing on tenders

Preparing for your interview session

Secrets of successful presentations and proposals

Tender and proposal support services

See additional resources in Coach me and our blog.

Marketing tactics and tools

Award entries

Make the most of conferences

Marketing mindset - a constant

Drucker's new practice

So you're about to start your law firm marketing programme

MBA in a nutshell - marketing concepts and theory

Developing the right marketing strategy

Determined to be different

Branding and positioning

Planning your marketing

Jargon busting

Practice promotion strategies

Generating and implementing a marketing strategy

Selling legal services - proven techniques that work

Getting partners thinking marketing - what works and what doesn't

Targeting your marketing effort

Individual lawyer marketing plan template

Firm marketing plan template

Techniques to stimulate business in your small law firm

How to raise practice profile as employment specialists

How to raise practice profile as local government specialists

How to raise practice profile as liability specialists

Advertising brief guidelines

Evaluating sponsorship opportunities

See additional resources in Coach me and our blog.

People management and organisational development

Improving lawyer performance

The path to partnership

Mentors and mentees article by Heather Carine

Coaching and mentoring - conversation model role play

Business development progression - the path to success

How to be a hot commodity - with your clients, in your firm, and in the legal marketplace

Sales skill areas

Individual lawyer marketing plan template

Firm marketing plan template

Reflections - why lawyers fail in business development

See additional resources in Coach me and our blog.

Practice management and economics

Choosing and using consultants

Service quality as a marketing edge

Due diligence before joining forces with another firm

Quality - what it means

Smart choices - a practical guide to better decisions

Stimulants for frank information exchange - mergers, aquisitions & affiliations

See additional resources in Coach me and our blog.

Fees, pricing and billing

Right-pricing your legal services

Competitive pricing strategies

Alternative fee arrangements

Strategic billing alternatives

Legal services pricing - insurance defense

See additional resources in Coach me and our blog.

Useful links

Asia-Pacific Professional Services Marketing Association (APSMA)

Australian Legal Practice Management Association (ALPMA)

College of Law - Continuing professional education

Law Marketing

Greenfield Belser

Carine Research

Rain Today

Expertise Marketing

Hildebrandt International

Altman Weil

Ann Lee Gibson Consulting

David Maister

Kerma Partners

Legal Risk

AusTender - Federal Government online tenders

eTendering - NSW Government online tenders

eTenders - Victorian Government online tenders

SA Tenders & Contracts - SA Government online tenders

Tasmanian Government online tenders

Queensland Government marketplace - online tenders

Tenders Online - NT Government online tenders