Unbundling legal services – the beginning of customisation? Often the biggest task for me as a marketer is to seek to close the enormous gap between those who buy legal services, and creating and delivering what would be necessary to entice the demand of those who don’t. The credence nature of legal services –…Details
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We might think a bit differently but we’ve worked in professional services marketing all our lives. We understand the structures, the challenges and the way it’s always been done. We join up the creative, the messages, the platforms and the client experience and build them up into a glowing reputation. We market and measure everything against the goal of growing revenue.
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Cross selling in law firms: about time for change It’s no secret that I’m somewhat sceptical about the reality of cross selling in law firms. To put it bluntly, cross selling isn’t well practised by lawyers. Which is a shame, because the benefits are actually there for both the client and the law firm. For…Details
Client service law firms: focus on the client So there we have it. The music stopped, and some firms found themselves without a seat. Sad as it may be, especially for old school legal brands like Cobbetts, life moves on. This may sound harsh, but it’s unfair to keep ‘zombie firms’ operating. They soak…Details
Service quality in law firms: Sympathy for the Devil Welcome. ‘Sympathy for the Devil’ by the Rolling Stones is lyrically in a class of its own. My desert island track, drawing inspiration from one of my favourite all-time reads, ‘The Master and Margarita’ by Mikhaíl Bulgakov. As the song’s narrator, Jagger recounts an insinuation…Details
Law firm clients: Protect them or die! Speaking with a personal injury lawyer from a provincial firm last week, he was obviously concerned for his future with the changes to personal injury on the horizon. Personal injury work currently amounts to over half of his firm’s income. He asked me what I as a…Details
Bid or no bid: tendering In response to my previous blog post Tendering: You’ve already lost the pitch! a number of people contacted me for tips on how to identify the tenders they should avoid. I’m always happy to help, so here goes part 2! My last blog was about considering at the outset…Details
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