Learning to love referrals in a law firm: 5 easy ways to get more
Why lawyers discount by default, and leave late
One of the most common questions I get asked by lawyers (usually in the pub after work) is ‘why don’t my colleagues refer me more often?’
If you’ve asked that question, then the honest answer is that it’s your fault. And it will always be your fault…
How good are fee earning firms at generating fees?
Lawyers give away fees. It’s like chucking barrels of tenners out of the window. every day.
I know the average punter on the street jokes about lawyers charging a fortune. But very few lawyers go home on time.
Why accountants & lawyers are boring at parties – and why this makes them rubbish at sales
I benchmarked how good fee earning firms are at earning fees – here’s what I learnt.
After spending 20+ years in business development, in & around professional service firms - I couldn't find any research (formal or informal) on what 'good fee earning capability' looks like.
Top 10 tips to surveying your clients
The majority of us, who work in professional services, struggle with the part of a social, or business, conversation that starts with “So, what do you do?”
Have you struggled to create effective client surveys? Are you left wondering what they really think about what you deliver?
Most businesses struggle to get actionable feedback from clients. And that’s what you need to improve service and make internal changes.