How can heuristics get in the way with client feedback?
Heuristics are mental shortcuts; they are shortcuts created to help us make sense of the information that we receive and patterns that we perceive. They help free up processing power in the brain. They are assumptions that we make to speed up decision making and they allow us to make judgements quic...
Claire Rason - 16 April 2021
Why Should You Care About Growth Hacking?
All Tech Businesses need to grow; it is their lifeblood. It keeps your investors happy, it drives your valuation, and maybe one day, you will achieve a successful exit. As we all know, 90% of startups do not make it past their initial runway, primarily due to a failed commercial strategy and executi...
Chris Chamberlain, Filippo Chisari - 15 April 2021
How to build strong professional relationships
Working environment lawyers need to build strong relationships with their clients.  The network of contacts has to be treated with trust and it is important to be aware of who are the most and least contributing clients. Alternating between these two types of clients can be beneficial.  ...
Editor - 02 April 2021
Relationship marketing and professional services firms
Marketing is the art of giving clients what they what profitably. To be a successful marketeer you need to tap into the needs and wants of the client.  If you can address their pain points, then you add value.   When you distill marketing down to its most basic level you can see that...
Claire Rason - 24 March 2021
Top tips for getting professionals to engage in business development
Having professionals engaged in business development is the biggest driver to growth in professional services firms.  So, what are our top tips to encourage engagement? 1. Find out what people enjoy You might have a professional who is fantastic in-front of an audience, whilst another might ...
Claire Rason - 04 March 2021
The importance of having a coaching culture in times of uncertainty
The Coronavirus pandemic has meant that firms are facing an ever-changing landscape and an uncertain future. The adoption of a coaching culture is not something that we should turn to when we are less busy and have greater certainty; it is powerful in enhancing effective delivery now.   B...
Claire Rason - 02 March 2021
How to create connection with your clients?
Have you ever noticed how hard it can be to get people to listen? Have you ever had a challenge getting your point across, even when it was about something of critical import? In conversations with lawyers in private practice and in-house counsel I frequently hear about the difficulties they run i...
Eva Guerra - 23 February 2021
Today, the BUYER has the power, and the seller is at their mercy
For the avoidance of doubt, by seller in the topic above, I am referring to the company, your firm as an SME and not to the salesperson who is simply your representative. As businesses today we are at the mercy of the buyer and we have to recognise this if we are to dominate in the marketplace. ...
Brian Maphosa - 08 January 2021
The business development keepers of 2020
Yes, there really are some things that all professional services firms should keep in their marketing and business development plans from 2020.... No.1 - Listening 2020 was the year we listened.  For some this was true pre- 2020, but there seems to have been a universal acceptance this year ...
Claire Rason - 29 December 2020
In-house counsel now have efficient, cost-effective way to evaluate their law firms’ data security practices
The Association of Corporate Counsel (ACC) announced the formal launch of its new Data Steward Program (DSP) – the legal industry’s first and most comprehensive data security evaluation and accreditation program specifically designed for law firms and their corporate law department clien...
Editor - 18 December 2020
How can heuristics get in the way with client feedback?
Heuristics are mental shortcuts; they are shortcuts created to help us make sense of the information that we receive and patterns that we perceive. They help free up processing power in the brain. They are assumptions that we make to speed up decision making and they allow us to make judgements quic...
Claire Rason - 04 December 2020
"Most clients of law firms are keen to get true pieces of thought leadership and market intelligence"
Alvaro Navarro Sotillos, Editor in Chief of The Impact Lawyers Magazine, had the pleasure to conduct an email interview with Ben Paul. Ben Paul is the Director & Founder of The BD Ladder, a consultancy specialising in growing Legal and Professional Services firms. He has held senior BD and mark...
Álvaro Navarro - 24 November 2020
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