Business Development

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Knowing the Enemy – and Setting up Battle Lines

By Nick Jarrett-Kerr

All over the world, the legal profession remains a fragmented sector with a bewildering choice of possible legal […]

Online Reputation Management for Professionals and Their Organisations

By Sean Larkan

Online Reputation Management (ORM) has become one of the latest marketing and brand buzz-concepts. This is one every […]

Cultivating Connectors from a “Standing Start”

By Mike White

Force multipliers or “connectors” are often easier to cultivate than are prospects. It can be easier to build […]

QNBT: Extracting Real Value from Non-Billable Time

By Gerry Riskin

“Your billable time is your income; your non-billable time is your future.” – David Maister Non-billable time gets […]

Risk Insurance for Laterals

By David Cruickshank

Suppose your firm’s longtime insurance advisor came to you and said: “You have a substantial investment that we […]

Storytelling Is an Effective Communication Strategy

By Bithika Anand

“Storytelling” may seem an odd word choice for a profession like law, which focuses on very academic-oriented activities like drafting […]

Planning for the New Year: An Approach for Small Firms

By Neil Oakes

This is an article that contains a methodology that I first published in 2000. Nineteen years on, during […]

Sell the “Whole” Legal Product

By Mike White

“We partner with our clients.” “We build relationships with our clients.” “We understand our clients’ businesses.” Blah, blah, […]

Why Operational Reviews in Law Firms Are a Must

By Yarman J Vachha

Written on the basis of my two decades of work as a manager and consultant with international and […]

Ask Gerry Riskin: Should Corporate and Other Transactional Groups Spin Work off to Litigation Teams?

By Gerry Riskin

Question from a Client* While it seems to be a commonly held assumption that corporate and other transactional […]