Your firm is successful, but have you reached a plateau? Or you see there is potential for more, but doing “more of the same” is unlikely to move the needle? Or maybe results have not met your expectations, and you know that something needs to be done.
In a time of changing client expectations (and a changing business environment) this is even more challenging. It is unreasonable to expect lawyers who have spent their entire careers building their legal expertise, to have equally deep knowledge in marketing and business development, business processes, knowledge management, tech, etc. Yet without this knowledge, growth and improved profitability can be limited. Some questions:
• How might we build a marketing and bus dev capability throughout the firm, at every level?
• How might we inculcate a culture of personal responsibility for business growth, in all staff?
• How might we build more sophisticated marketing and bus dev processes, from lead generation to engagement letter
• How might we use our marketing technology (CRM, email, marketing automation, etc.) more effectively?
• How might we increase the number of billable hours captured?
• How might we differentiate our firm and partners as thought leaders, not just “experts”?
• How might we build a true "trusted advisor" business, to referral sources and clients? (Instead of merely using the words...)
And some other, possibly less comfortable questions:
• Are you completely satisfied with the "funnel" of new clients, new work from existing clients, and the strength of your referral network?
• Are your proposals and pitches truly best-of-class? How do you know?
• Are you happy with your firm's marketing ROI?
• Does the client service quality at key clients far exceed their expectations? How do you know?
• Does your recruitment and interview process yield the absolute best candidates? (Could it do better?)
• When was the last time you re-evaluated your new partner training and your non-technical training for more senior associates?
• Is your partner evaluation and accountability approach yielding the results you are looking for?
We ask these questions, based on decades serving law firms and direct professional service firm leadership experience. We've worked with some of the largest global firms... and some of the most innovative “challenger” boutiques.
Our Impact Programs can help you grow:
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Business growth coaching (for managing partners, practice leaders, and marketing leadership)
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CPD: Monthly training and workshops with weekly micro-learning reinforcements (firm-wide, or by practice or office)
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Keynotes at annual partners' meetings and practice retreats
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Management training for new associates, senior associates
• Self-paced leadership skills
courses with micro-learning and practical exercises.
• 1100+ tools, templates, whitepapers, videos, and other resources
See the graphic below for more on our firm-wide Impact Programs: