Partner Smackdown!

Admit it. All of you who have worked in law firms have met one. The partner you want to avoid in the lift. Perhaps she’s the one with the really (really) bad temper. The table thumper. Maybe he’s the one who makes trainees cry. Is it the one who seems to have avoided any sortContinue reading “Partner Smackdown!”

The future of law firm sales?

Inspired by a recent dialogue on Twitter between Mike Ames (@Mike_Ames_Flair) and I (@intchallenge), I was struck by the similarity of some of our messages to law firms on the thorny subject of sales (talking about “client development” is much easier…). After posting some linked blog posts, we decided it was time to experiment with aContinue reading “The future of law firm sales?”

Beware – Psycho Lawyers!

One of the defining characteristics of a psychopath is apparently a lack of empathy. Now I’m not saying all lawyers are psychos (although I’ve certainly met some I wouldn’t want to meet in a dark alley!), or even that lawyers lack empathy, but I’ve got an interesting idea for you to play with, that mightContinue reading “Beware – Psycho Lawyers!”

Presentation Shock and Awe

Ever sat through a truly awesome presentation? Seen one on TED?   What about during a law firm pitch?   As a reader of this blog, you’ve probably had some experience of pitches. Been on the receiving end? Starred in one? Orchestrated one? Been shoved in one at the last minute as a “subject matterContinue reading “Presentation Shock and Awe”

A light sprinkling of vertical strategy

Think of a law firm in the top fifty in the UK or US. Got one? Ok. Now think about how they go to market. I’m going to guess their market strategy. Think really hard. Visualise their website. Hold, on. I’ve nearly got. Think a bit harder……. They’re vertically focussed, right? Right! These days prettyContinue reading “A light sprinkling of vertical strategy”

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?”

Dude, your collateral sucks!

Off the back of attending a seminar for corporate counsel and risk professionals on the Bribery Act, and having previously worked with a law firm developing some anti-bribery products for their clients, I decided to see how law firms were marketing their services in this area. My methodology was scientific and rigorous. (not really) AContinue reading “Dude, your collateral sucks!”

What’s your career ROI (return on investment)?

A couple of interesting articles on the Careerist recently about law schools and their responsibility to law students. In particular there is a debate about the responsibility schools have to accept students (and their fees) when, in the current climate, job prospects can be slim. Here in the UK, there is another dynamic that hasContinue reading “What’s your career ROI (return on investment)?”

Outsourcing Armageddon!!!

There’s no escaping the “o” word in the legal profession at the moment, and for the past 18 months, the stories in the UK legal press have just kept on coming. Lots of words, but what’s really happening? What’s going to happen? Does outsourcing spell armageddon for the legal profession? Will all the jobs be swept upContinue reading “Outsourcing Armageddon!!!”

The price is right?

For a number of reasons, I’ve been thinking about price a lot this week. Firstly, the Holden Group’s excellent newsletter plopped through my virtual letter box with a leader on righting the wrongs of panic pricing. Next the Harvard Business Review had a very thought provoking article on adaptive pricing strategies, and finally, I wentContinue reading “The price is right?”