Business Development

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Know Your Buyer, Know Client’s Internal Clients

By Mike White

At the risk of expressing pablum, KNOW YOUR BUYERS! More importantly, KNOW THE INTERNAL CLIENTS OF YOUR BUYERS! […]

Eight Reasons for Optimism

By Neil Oakes

There has been no shortage of pessimistic predictions for the future of legal practice. Issues such as graduate […]

Due Diligence: What to look for under the hood

By Sam Coupland

In recent months I have been working with a number of firms going through the process of either […]

The Changing Nature of “Leverage”

By Neil Oakes

Ten years ago, profitability was relatively straightforward: leverage, price and productivity, right? The more the better. Ten years ago, […]

Hunting in Packs: Group Meetings with Prospective Clients

By Gerry Riskin

If you have decided it will be advantageous for you to visit prospective clients as a pair or […]

Are Law Firms Valuable Businesses?

By Sam Coupland

Well managed, profitable, organised businesses with repeat customers are worth real money. Why not law firms? We now have […]

Dynamic CLE Panel Sessions

By David Cruickshank

(Presented at the Professional Development Institute, Washington, DC December, 2012) The continuing legal education (CLE) program item in […]

Variable Cost Base: Why, What, and How?

By Sam Coupland

The legal profession, and arguably all professions, have to date been comprised of top-line focussed firms. In its […]

Succession Doesn’t Just Happen

By Mike White

“We need a succession plan. My partners and I formed this firm thirty years ago. We started with […]

Client Seminars: How to Engage your Guests

By John Plank

There are three distinct groups of guests coming to your next seminar: Learners, Vacationers and Hostages. How can […]