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Business Development for Law Firms (2nd Edition) Laurie Young

Business Development for Law Firms (2nd Edition) By Laurie Young

Business Development for Law Firms (2nd Edition) by Laurie Young


$22.49
Condition - Very Good
Out of stock

Summary

This report provides practical advice on business development practices for law firms from the perspective of revenue generation and client engagement at partner level.

Business Development for Law Firms (2nd Edition) Summary

Business Development for Law Firms (2nd Edition) by Laurie Young

With increased competition from non-lawyer legal services companies, the demand for more competitive and diverse pricing models, and reductions in client's legal budgets, the most innovative law firms have begun to recognise the need for online legal services. These firms are realising that online delivery is not solely a way to increase revenue for their practice, but it is also a method of serving the public that meets a clear need for more cost effective delivery of legal assistance. Managing Partner's new report, Online Legal Services for the Client-Centric Law Firm, provides in-depth guidance on establishing, growing, and maintaining a clear and achievable strategy for successful online legal service delivery. This critical new guide will enable you to: Implement online delivery services within existing law firm models Analyse and identify services and practice areas to provide online Select the appropriate technology and systems Implement best practices in online delivery Address customer service issues Choose the right pricing models for online services Create and develop effective marketing strategies for online services Understand and manage best practices on ethical and malpractice issues Online Legal Services for the Client-Centric Law Firm is packed with mini case studies detailing different online delivery models from a wide range of international firms including Burton Law, Jacoby & Meyers, Samuel Phillips, Epoq Legal, Brilliant Law, and Slater & Gordon. Useful appendices are also included to assist you with the design, launch, and fine-tuning of your own online legal services. These include: An outline business plan for law firm online legal services. Sample provisions from a limited scope engagement letter. Sample policies and procedures for a law firm delivering online legal services. Online Legal Services for the Client-Centric Law Firm provides a solid background and starting point for delivering online legal services for the client-centric law firm.

About Laurie Young

LAURIE YOUNG is a businessman who likes to write. He is an internationally-recognised specialist in the marketing and selling of services, and he is one of the few independent advisers to the profession who has been a partner in a leading firm. Laurie's career has included senior positions at BT, Unisys, and PricewaterhouseCoopers (where he was global marketing partner for their corporate advisory division). Laurie now divides his time between a variety of business activities. He is chairman of the Strategic Planning Society but also finds time for advisory work, teaching, conference speaking, and, his first love, writing. He speaks at a range of events every year from company seminars to larger international conferences. As an adviser he has helped with the resolution of strategic marketing issues, brand strategy, new service design, and client care programmes. He has chaired Fujitsu's 'Customer experience management' panel and is on the 'Innovation Board' of Allen & Overy. Over the years his clients have included Russell Reynolds Associates, Deloitte, Phillips, Lucent, Ericsson, Ingersoll Rand, Microsoft, the BBC, Cable & Wireless, American Express, Nokia, and BDO. In addition to contributed articles and expert comment in the national press, Laurie has had 10 books and over 100 articles published. He has written chapters for edited books on the IT industry and has had six books published to date. (See www.lauriedyoung.com.)

Table of Contents

Executive summary... V About the author...IX Chapter 1: Successful business development in the professions... 1 Chapter 2: Approaches to business development in different-sized practices... 3 The sole practitioner... 3 The growth of the small practice: Partnership with others... 6 Large international practices... 7 New forms of ownership and legal services... 8 Case study: Advent balances growth in Asia... 12 Chapter 3: Current trends in practice development... 17 Changes in the legal services market... 17 Implications of these forces to growth... 21 Emerging strategies in response to these forces... 22 Case study: Allen & Overy - The growth strategy... 23 Summary... 30 Chapter 4: The principles of partner-level business development... 31 Responding to 'asymmetry of information'... 31 The development of a strong reputation... 33 Client service as an influence on work generation... 34 The significance of trust and increasing it with clients... 35 Reciprocity with other professionals... 36 Deliberate demonstration of skills and knowledge... 36 Thought leadership... 36 Networking - The value of a powerful social skill... 38 Maintaining links with practice alumni... 39 Effective presentations for company panels and winning work... 40 Summary... 41 Contents IV Chapter 5: Avoiding pitfalls, distortions, and common mistakes in business development... 43 Sales ideas borrowed from other industries... 43 Push - Going out to sell... 44 Rainmakers - The dangers in extrapolating from their success... 45 Client account management versus partnership access... 47 A cautionary perspective on client loyalty and client relationship management systems... 49 Is cross-selling a reality?... 50 Summary... 51 Chapter 6: Codification and management of partner-level growth strategies... 53 Putting structure into reputation enhancement... 53 Rational techniques to improve client service... 56 How to increase trust with clients... 58 Measuring and formalising reciprocity... 61 Mystique and the exploitation of asymmetry of information... 61 More structured approaches to skill demonstration... 62 Sensible networking... 63 Structuring alumni programmes... 63 Pipeline management - A logical approach to work generation... 64 Structured approaches to market analysis... 65 Structured approaches to large client analysis... 67 Writing and using a BD plan/strategy... 68 Service recovery and handling difficult clients... 69 Summary... 71 Chapter 7: International perspectives on business development... 73 The strategic and managerial aspects of international market approaches... 73 Different international strategies... 74 Cultural differences... 75 A cautionary perspective on 'globalisation'... 79 International reputations... 81 Summary... 82 Chapter 8: Using specialist support staff effectively: Beyond 'party planners'... 83 Typical BD roles... 83 Productivity and the effective organisation of specialist BD support staff... 89 Organisation - Shape a sensible professional community... 91 Conclusion... 93

Additional information

GOR013799645
9781783580491
1783580496
Business Development for Law Firms (2nd Edition) by Laurie Young
Used - Very Good
Paperback
Globe Law and Business Ltd
2013-08-29
105
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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