Building Enduring Client Loyalty: A Guide for Lawyers and Their Firms


Author(s): Susan Saltonstall Duncan

This Special Report addresses the key components of building superior client relationships that result in greater loyalty and long-term success. Featuring case studies and insights from leading companies and business professionals responsible for law firm selection and oversight, it covers legal operations, innovation and client development, and includes a wealth of practical suggestions.

Publication date: Feb 2021
ISBN: 9781787424708
Length: 176 pages
Price: £75.00

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Building the Data-Driven Law Firm

Second Edition

Author(s): David Curle, Shilpa Bhandarkar, Doug Donahue, Phil Burdon, Joanne Frears, Silvia Bauer, Yolanda Cartusciello, Jaap Bosman, Paul Brook, Tom Spence, Mori Kabiri

Consulting editor(s): Alex Davies

This second edition of Building the Data-Driven Law Firm looks at how the use of data has become inextricably linked with the practice of law; how it can be utilized to the good, and the safeguards that must be put in place to mitigate the bad; how Big Data will revolutionize the way lawyers work, and the cases they will work on; and how new uses for data (including blockchain and the Internet of Things) will influence the law firm of the future. Bringing the book bang up to date, new content features how we can keep data secure in the changing world of work, how data can be used for business development and client satisfaction, the implications of data bias and data theft, and whether the way we use data is even useful anymore.

Publication date: Nov 2022
ISBN: 9781787429222
Length: 104 pages
Price: £149.00

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Business Development for Women Lawyers, Second Edition

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Author(s): Rachel Brushfield, Natasha Innocenti, Pam Loch, Joanna Gaudoin, Susan Heaton-Wright, Belinda Lester, Nika Kabiri, Sarah Goulbourne, Donna McGrath, Claire Rason, Joanne Brook

Business Development for Women Lawyers features multiple contributions from women across the globe, looking at the skills and techniques, experiences, and talents that female lawyers use to develop their practices and grow their order books, acting as both inspiration and motivation to its readers. Chapters on marketing and social media, networking at events, building reputation, and becoming a successful rainmaker make this is an essential read for women looking to develop business based upon their own personal interests and strengths.

Publication date: Aug 2024
ISBN: 9781837230341
Length: 150 pages
Price: £149.00

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Business Development for a New Legal Ecosystem


Author(s): Michelle Murray, Sally Dyson, Debbie Epstein Henry, Pam Loch, Nika Kabiri, Merry Neitlich, Yolanda Cartusciello, Natasha Innocenti, Ian White, Rachel Khiara, Wayne Hassay, Catherine Alman MacDonagh, Julie Savarino, Mary Juetten, Nat Slavin, David Freeman, Bob Robertson, Lucy Bassli, Keri Norris

This book is split into two parts - the first deals with the immediate effects of the COVID-19 pandemic in 2020 and the ways in which is immediately transformed - and is continuing to innovate - the delivery of legal services.

Publication date: Jul 2020
ISBN: 9781783583980
Length: 202 pages
Price: £235.00

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Business Development:

A Practical Handbook for Lawyers, Second Edition

Consulting editor(s): Stephen Revell, Freshfields Bruckhaus Deringer LLP, on behalf of the International Bar Association

In an increasingly competitive landscape and with challenges from disrupters, the Big 4 and technology, business development has a pivotal role in a law firms’ strategic success and their ability to stand out from the crowd. 

The second edition of Business Development: A Practical Handbook for Lawyers, edited by Stephen Revell from Freshfields, revisits the theory, tools and skills needed to implement effective business development in law firms today. Content covers the practical elements – such as what the perfect pitch looks like – as well as the strategic elements, including the variety of structures and approaches to business development at law firms of all sizes.

Publication date: Apr 2020
ISBN: 9781787423343
Length: 339 pages
Price: £140.00

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Creating a Cross-Serving CultureShift:

Mastering Cross-Selling for Lawyers and Leaders

Author(s): David H. Freeman

Drive greater cross-selling success with this practical, actionable guide on creating a cross-serving culture within your law firm.

Publication date: Aug 2015
ISBN: 9781783581931
Length: 104 pages
Price: £68.86

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Innovations in Client Experience


Author(s): Ken Grady, Julian Summerhayes, Yolanda Cartusciello, Kim Carr, Nathaniel Slavin, Sally Dyson, Edwin Bodensiek, Ryan Burruss, Stephen Poor, Judith McKay, Helen Hamilton-Shaw

 In-depth advice on how the legal profession can up its game in client experience, offering innovative strategies and pragmatic advice to those law firms needing to improve their CX.

Publication date: Mar 2018
ISBN: 9781783583225
Length: 100 pages
Price: £199.00

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Managing Partner Performance

Strategies for Transforming Underperforming Partners

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Author(s): Nick Jarrett-Kerr, Jonathan Middleburgh, Patrick J McKenna, Michael Roch, Ray D'Cruz, Joel Barolsky, Paula Davis, Graham Browning, Bree Buchanan, Chetna Bhatt, Jonathan Watmough, Krystal Champlin-Gerage, Jim Lawrence, Stephan Lucks, Martin Hill, Steve Nelson

Consulting editor(s): Nick Jarrett-Kerr and Jonathan Middleburgh

It is a strategic imperative for firms to remain competitive, adaptive, and capable of delivering high-quality legal services in today's complex business environment. Partner performance is a critical issue and will become more so in the coming years as AI threatens to replace or reposition underperforming employees. The dynamic and evolving nature of the legal profession, coupled with external factors such as technology, globalisation, and economic changes, underscores the importance of performance management for law firms.

Managing Partner Performance: Strategies for Transforming Underperforming Partners takes a comprehensive look at how to improve underperforming partners within the legal profession. It provides insight and practical solutions for law firm leaders committed to revitalising their teams and optimising organisational success. Structured into four parts, the book systematically diagnoses underperformance, its cause and effect, how to deal with underperforming partners, and how to proactively performance manage over the long-term.

Publication date: Aug 2024
ISBN: 9781837230259
Length: 200 pages
Price: £149.00

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Pitching for Lawyers: Using Marketing Communications Techniques to Improve your Win Ratio


Author(s): Rebecca Harding

This unmissable report will give you a practical approach and a clear process to improve your pitching and responses to tenders. It covers areas such as common mistakes, in depth analysis of your audience, messaging and tone, persuading, what researching really means when pitching, visual differentiation, and cross border pitching. It also includes feedback and case studies from in house lawyers and partners, who have seen or made the worst of pitches, and the most outstanding. 

Publication date: Sep 2019
ISBN: 9781787422742
Length: 72 pages
Price: £75.00

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Preparing for Partnership

A Guide to Achieving Partnership in a Law Firm

Author(s): Michael Roster, David Parnell, Jennifer Bluestein, Pippa Blakemore, Paul Williams, Tom Bird, Nicky Owen, Tony Young, Hung Tran, Jean-Baptiste Lebelle, Claire Rason

Becoming a partner in a law firm is a significant milestone in a lawyer's career, and requires a combination of strong legal skills, business acumen, leadership abilities and a commitment to the firm's success. Preparing for Partnership reviews the essential steps that lawyers need to take to make partnership a reality.

This book outlines the critical factors for success, from building a strong track record to developing a loyal client base, demonstrating leadership skills and meeting the firm's criteria. Contributors to the book discuss how to network and build relationships within the firm, review the financial aspects of partnership, and how to seek feedback and mentorship from other partners.

Preparing for Partnership is an invaluable resource for lawyers seeking to achieve the ultimate career milestone of partnership, and for team leaders and management as they help aspiring partners to prepare. This book will help lawyers navigate the complex path to partnership and realize their full potential in the legal profession. 

Publication date: Sep 2023
ISBN: 9781787429857
Length: 160 pages
Price: £85.00

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Rainmakers: Born or Bred

Second edition

Author(s): Patricia K. Gillette, Rebecca Harding

Rainmakers: Born or Bred is about changing the business development conversation and focusing on how remote working has impacted the way business opportunities can be cultivated and developed. The book explores the personal characteristics that are common in successful rainmakers – and what holds others back from achieving their true potential. The book advocates stripping away the negative associations many lawyers have with the “S” word – selling – as this is a crucial step in redefining our approach to business development. It explores the benefits to stepping out of the safety net of simply being a great lawyer – which is vital in today’s competitive market. Successful rainmakers know how to truly engage with clients, how to understand their business needs and challenges, and how to make their lives easier. This combination of skills attracts and builds sustainable, rewarding client relationships.

Publication date: Jan 2023
ISBN: 9781787429253
Length: 83 pages
Price: £75.00

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Secrets of the Masters

The Business Development Guide for Lawyers

Author(s): David H Freeman

A comprehensive, practical, and inspirational guide, it is packed with hundreds of proven tools and techniques for increasing revenue and forging relationships with clients.

Publication date: Jun 2015
ISBN: 9781783580255
Length: 154 pages
Price: £105.10

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Social Media in Business Development and Relationship Management: A Guide for Lawyers


Author(s): Kim Tasso

This Special Report provides a practical introduction to social media for lawyers. By avoiding technical details and jargon, it offers a pragmatic guide on how all lawyers – irrespective of industry sector, firm size or client base – can successfully integrate social media into their marketing, business development and client relationship management programmes. 

 

Publication date: Oct 2018
ISBN: 9781787422360
Length: 120 pages
Price: £55.00

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Strategic Intelligence for Law Firms


Author(s): Zena Applebaum, John Alber, Peter Lane Secor, Jeffrey Asjes, Patrick Fuller, Mark Gediman, Annie Johnson, Mark Medice, Ed Walters, Jennifer Roberts

In today’s modern, techno-centric world with its endless supply of data, and the multitude of ways to collect and utilise it, intelligence has become the best tool for law firms when it comes to understanding client needs, offering quality value-oriented services, and garnering and retaining business. 

 

 

Publication date: Aug 2016
ISBN: 9781783582402
Length: 102 pages
Price: £149.00

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Succession Planning:

Ensuring Smooth Transitions for Lawyers and their Firms

Author(s): Sandra J Boyer, Hermann Knott, Susan Saltonstall Duncan, Jaap Bosman, August J Aquila, Pam Loch, Veronica Mann, Shelley Dunstone, Ronnie Fox

A successful succession encompasses two core elements: transitioning firm management to a new generation, and transferring client relationships. This title provides guidance not only on how these two transitions can be achieved effectively, from the perspectives of both individual partners and the firm, but also on the plethora of issues involved in preparing for the departure of retiring partners and transitioning in new leadership, including compensation, the role of diversity and inclusion and financial considerations. It also considers situations where more specific and specialised plans may be required, such as managing the succession of a rainmaker or when a sole practitioner sells their practice.

Publication date: Mar 2022
ISBN: 9781787428393
Length: 79 pages
Price: £95.00

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Talent in the Legal Profession

How to Attract, Retain and Engage Top Talent

Author(s): Anne Harnetty, Jean-Baptiste Lebelle, Catherine McGregor, Patrick J McKenna, Victoria Cromwell, Charlotte Smith, Caroline Vanovermeire, Kathryn Rousin, Alice Boullier de Branche, Lara Selem, Rebecca Holdredge, Molly Peckman, Heather Suttie, Tara Waters, Robert Dudley, Chrissie Wolfe, Tea Hoffman, Becky Jo Morgan, Serena Brent, Sophia Margetts, Suhail Mayor

It makes good business, financial, and reputational sense to keep your best performing staff, but with the most extraordinary recruitment market in 40 years, now more than ever human capital needs nurturing if you believe that people are your greatest asset. The pandemic changed the way we work forever, and we need to reflect on what we learned during that time. What are the true causes of attrition? How do we understand what it is staff need in order to retain them in the business?

Talent in the Legal Profession: How to Attract, Retain and Engage Top Talent aims to answer these and many more questions. Looking at the perspectives of changing attitudes to the profession, an increasingly dynamic and diverse workforce, the impact of technology, and alternative forms of compensation, and how to future-proof the talent that already exists in your organization, the book is essential reading for anyone managing a legal team.

 

Publication date: Apr 2024
ISBN: 9781837230006
Length: 203 pages
Price: £149.00

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The Client Experience

How to Optimize Client Service and Deliver Value

Author(s): Sally Dyson, Will Taylor, Yolanda Cartusciello, Andrew Hedley, David H Freeman, Kim Carr, Douglas McPherson, James Matthews, Scott Rechtschaffen, Helen Hamilton-Shaw, Paul A Williams

Consulting editor(s): Alex Davies

The Client Experience: How to Optimize Client Service and Deliver Value looks at the client experience from end-to-end, from client listening programs to journey mapping, from customer audits to how legal tech can help improve the way a client interacts with a law firm throughout its relationship. A client-centric business model is essential for future law firm success and the authors of this far-reaching title utilize their own experience and real-life case studies to drill down into the importance of maintaining the one thing no business can do without: its client.

Publication date: Nov 2021
ISBN: 9781787428133
Length: 118 pages
Price: £149.00

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The Silver Bullet

How RFPs Are Won

Author(s): Nancey L Watson

The solution for writing - and winning - Request for Proposals is finally here.

Publication date: Aug 2018
ISBN: 9781783583362
Length: 128 pages
Price: £167.00

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