Excuse me, I think your pricing is broken

I was pleased to read the post on 3 geeks about value billing as this is definitely a topic that needs exploring further, not least because I’m astonished by the number of law firm partners who continually tell me that it’s for clients to find a pricing model that works for the firm’s services. The commonContinue reading “Excuse me, I think your pricing is broken”

The Joy Of Secs (secondments)

I’ve been hanging out with a lot of in-house counsel recently, and one thing’s clear. They love their secondees. Really love them. Whether it’s a GC who is relying on a specialist skill set that he or she can’t quite find the budget to recruit, a mid-level corporate counsel who is working with a juniorContinue reading “The Joy Of Secs (secondments)”

Can your clients say goodbye?

Regular visitors to this blog will know I’m a big fan of Michael Porter’s work, and have a genuine belief that all business people should read his two books (Competitive Strategy and Competitive Advantage). Competitive Strategy provides a framework for analysing industries, and helps the reader think about how attractive their marketplace is. One ofContinue reading “Can your clients say goodbye?”

Meaningful New Year’s resolutions

I know it’s a cliché, but it’s that time of year when all the talk is of resolutions. So take a break from diets, exercise and learning to play the ukulele/starting a salsa class/swimming the channel, and take the next ten minutes to think about some simple  steps you can take over the next 12 monthsContinue reading “Meaningful New Year’s resolutions”

Time to call for Superlawyer?

Having a cup of tea recently with one of my former colleagues, I was struck by the genuine excitement he still feels for the rich challenge offered by his work, even after 20 years in the saddle. Talking about what the future holds, it was clear that the profession offers a long-term and stimulating pathContinue reading “Time to call for Superlawyer?”

Lawyers’ love in? Working collaboratively with competitors

Whether it’s the ongoing media focus on our new coalition government, or just the emergence of some spring sunshine, I’ve been thinking about happy togetherness this week. One of the things that used to warm my heart most in-house was when my key law firms used to work together collaboratively and effectively on projects for the company.Continue reading “Lawyers’ love in? Working collaboratively with competitors”

Test your lawyer with a moment of truth

In the commercial world, cries of distress can often be heard. From corporate counsel, from HR directors, from CEOs. Every now and then, a big, bad and most of all URGENT problem arises. Maybe it’s a really important client contract going wrong, and somebody mentioned litigation. Maybe the IT team have found porn on theContinue reading “Test your lawyer with a moment of truth”

The advisor of last resort?

Speaking with the general counsel of a large multi-national recently, I was struck by the number of opportunities that her external advisors had to impress her. Many law firms often complain that it is hard to develop close, long term relationships with clients because the clients only contact them when they have a problem; the “advisorContinue reading “The advisor of last resort?”