Whether you’re new to the legal profession or an experienced practitioner, preparing for client meetings can be tricky. Too little preparation risks missing key opportunities or coming across as uninformed, while over-preparation might overwhelm the client or steer the conversation in unintended directions.A structured approach can help strike the right balance, and this is where
Ladies Insolvency Professionals (LIPS) Networking Event in Sydney, 10 July, 2024
Is Business Development (BD) in Insolvency & Restructuring practices more difficult for women? That was the question we posed in a survey for the Ladies Insolvency Professionals (LIPS)The results were shared at LIPS 2024 networking lunch on July 10 in Sydney where 72
“No one ever explains how you, as leaders, can motivate individuals, create an inclusive and empowering environment, and inspire change; they just imply that it magically happens.” Professor Michele DeStefanoAs corporate discussions increasingly refer to innovation, collaboration, and culture creation, numerous books have flooded the market claiming to have a secret formula for leadership success
If you’re one of this year’s crop of new Partners let me begin by saying congratulations. Partnership is a significant career milestone and one you should be celebrating. It also means you’re going to have to have a pretty solid game plan for cementing your position and growing your practice into everything it should be.
Word-of-mouth is still king when it comes to building a professional services practice but the pathway for new business is tortuous. Scarcity of time plus an abundance of choice means decision-makers take shortcuts to reduce their search effort. Anthropologists call it ‘information foraging’ (Pirolli & Card, 1999) and it affects how you profile your practice and how business
When it comes to the way your law firm operates – and what you expect your lawyers to do to keep it profitable – you might be surprised what your Associates and Senior Associates don’t understand.Over the past decade, Sam Coupland, from FMRC, and I have run business skills workshops for lawyers. (Those who
For many lawyers and business advisors in Australia and New Zealand, this is the time of year when FY24 results are pretty much known, assumptions for FY25’s budget conditions are scrutinised, and business development plans are revisited.The good news is that writing your business plan doesn’t have to be a long and laborious effort. Better
Most of us won’t remember the past couple of years with huge fondness. There’s been a lot of busyness and a lot of uncertainty (and lots of pent-up holiday travel!). Now, looking ahead to 2024 and FY25, it can be difficult to see where we’re going to build our business and how we’ll find new work.
Firms want fee earners to be more than reliable technicians. They want professionals with commercial nous who can make sound business development (BD) decisions based on intuition rather than just analysis. But not everyone knows instinctively what constitutes good BD. And what works for one firm may not work for another. So, how can you
In the past two months members and friends of ICON, the association for business-to-business marketing professionals in Australia and Asia, have gathered to celebrate its 30th Anniversary. ICON was previously known as APSMA (Australasian Professional Services Marketing Association) and I was one of many who volunteered as a Board member. The anniversary got me thinking
