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Articulate your point of difference or the market will draw its...

Why is it so difficult for law firms to articulate their point of difference? Perhaps because most don’t have one. Or because they don’t really...

How to convert wins to wons* (or dollars)

Winning a tender is relatively easy. Converting it into revenue is what's hard.
You won a big tender. Well done, you. Still, it’s unlikely yours was the only firm appointed so what’s your plan to convert your...

Compare the Pair: Do clients read your legal updates?

If you're forging a career in law firm marketing you must make a meaningful contribution.
Last week, in A lesson for lawyers in content marketing, I wrote about thought leadership, the highest quality form of content, and how to...

Exclusivity is a fundamental when outsourcing strategic BD

Exclusivity should be fundamental when outsourcing strategic BD
In Australia, outsourcing a B2B tender will cost a professional services firm anywhere from $10,000 to $60,000, depending upon the scale and complexity of...

Don’t hibernate your marketing for the long, hot summer

Have fun in the sun but don't forget to do your marketing housekeeping
With Australia’s courts soon to close for the extended summer break, most commercial law firms will operate with just a skeleton staff until well...

Lost an important tender? It’s time to face the music.

A tender debrief will reveal whether you lost due to factors within your control.
In New South Wales, between late 2015 and early 2016, 100-plus commercial law firms competed in an aggregated tender to be appointed to the...

Think global, hire local

The globalisation of legal practices has meant that securing that overseas posting is now harder – and...