Business Development

Subscribe to Edge Communiqué

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 […]

Do You Understand your Firm’s DNA? What Are the Good and the Bad Bits?

By Sean Larkan

The DNA acronym is sometimes used with reference to the inherent characteristics of a firm or a part […]