Scoping work simply
Scoping and estimating professional services can be hard work. It’s an important skill for professionals to cultivate, as clients are increasingly demanding alternatives to the billable hour. And alternative pricing options are tricky to work through and develop if you don’t have a good understanding of your real costs to begin with. We see many firms, when asked […]
Continue ReadingDigital marketing: are you still stuck in a material world?
In 1984, Madonna sang about living in a material world, but some thirty years later we’re well and truly living in a digital world. When it comes to marketing, you may still be clinging to that material world. If your firm has neglected or underinvested in digital marketing, 2015 is the year to get real. […]
Continue ReadingCan a full service law firm survive in a digital age?
Our guest blogger is Jim Thompson, digital marketing expert and Director of One Rabbit. Imagine that you are a full service law firm offering the standard gamut of services to a broad spectrum of market segments and industries. You are made up of a number of partners and people who are experts in their particular fields. You […]
Continue Reading7 marketing and business development musts for law firm prosperity in 2015
Our recent Taking the Pulse research with ALPMA found that firms with “well-developed” or “sophisticated” marketing and business development (BD) functions were generally more successful and had a better financial outlook (51% reported fee revenues of $10M + a year, and 43% expected more than 10% revenue growth) than firms with less sophisticated, or “under-developed” […]
Continue ReadingGuarantee your firm a bigger, better and brighter 2015
2015 will only be better if you take action to make it better. I can hear the excuses already: “I’m too busy”, “I need more time”, “I need more money”, “I’ll just wait until the market improves”, “I’ll wait until I get lucky”, and so on. People are always waiting for the perfect time to […]
Continue ReadingJust another undifferentiated fish in the sea: What you don’t want your firm to be!
In our recent research study into the state of business development and marketing in Australasian law firms, we invited respondents to describe the biggest marketing or business development challenge faced by their firm. Many respondents identified the struggle to positively differentiate from competitors as their biggest challenge. Several respondents elaborated: “we are undifferentiated generalists in […]
Continue ReadingPosition your firm or die!
Just like those panel beaters who “specialise” in ALL makes and ALL models, the generalist service provider will struggle, particularly as technology and off-shoring continue to commoditise and consolidate previously profitable areas.
Continue ReadingMagical business development?
We often receive enquiries from firms looking for short cuts and quick fixes to business development issues and prosperity problems. Many contact us when things are already dire – perhaps they’ve lost a big client due to an unsuccessful tender, or because there’s been a monumental service slip up. Many are looking for a magic […]
Continue ReadingThe year ahead: new realities and legal market trends of 2014
As 2014 gets underway, the legal profession is continuing to feel the bite of rapidly changing business models, practices and processes that are dictating the success or failure of firms. Here are some of our observations on trends set to impact the legal market in 2014 …
Continue ReadingBusiness development is not a spare time activity
For professionals who want a prosperous, thriving practice and more agile and profitable firm, business development is not a spare time activity. Maintaining flow of work from clients, developing revenue streams, and funding future clients rank as priorities alongside attending today’s matters. Business development shouldn’t wait for time to spare. It’s a core activity rather […]
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Feature article
How to create value add services for tenders, bids & proposals
Value add services have become de rigueur for B2B services relationships and can be a positive, indeed tender-winning differentiator for your business. ‘Free of charge’ is music to clients’ ears given in the 21st century we’re all being expected to do more with less. And as we know, you have to give in order to […]
