Edge International

Business Development Insights

Law Firm Resilience in a Crisis: Part Two – Operational Resilience

Law Firm Resilience in a Crisis: Part Two – Operational Resilience

Smarter, faster responses are essential to operating during a crisis, as is restructuring to compete in the new market reality.

Law Firm Resilience in a Crisis: Part One – Financial Resilience

Law Firm Resilience in a Crisis: Part One – Financial Resilience

In times of crisis, financial decisions need to be made quickly – but they need to be made in context and in line with a clear strategy and direction.

Differentiation: The Whole Product

Differentiation: The Whole Product

Either in the course of my “client experience innovation” work, or in helping groups of partners do a better job finding new clients, I hear the following frustration, “We’re a great law firm! However, as great as we are, we’re no different from other great lawyers at other great law firms who do what we […]

The Focus Challenge – Part 2: Your Clients

The Focus Challenge – Part 2: Your Clients

1. The Legal Matter Here are some of the essential lessons I have learned after several decades of listening closely to clients, conducting my own research, and reading a myriad of surveys and research studies by others: a) Clients do not have legal problems. They have personal or business problems that may require them to […]

Digital Marketing for Law Firms: A Double-Edged Sword?

Digital Marketing for Law Firms: A Double-Edged Sword?

In today’s competitive landscape, legal-services providers can no longer rely only on word-of-mouth and referrals to generate new clients. With technology changing almost every aspect of our professional lives, marketing has also undergone a complete overhaul. Websites, blogs, search engines, e-mail, social media, e-books, mobile phone apps have seamlessly made their way into our lives […]

Client Relationship Reviews

Client Relationship Reviews

The highly competitive nature of the legal sector provides an unprecedented number of choices to clients. Investing in existing client relationships can generate growth at less cost than developing new clients. Why then is there a reluctance on the part of many lawyers to invest time listening to their clients? Common retorts include the following: […]

Building and Leveraging Relationships: The True Essence of Business Development

Building and Leveraging Relationships: The True Essence of Business Development

The concept of ‘business development’ is often over-rated when it comes to law firms. The phrase may resonate with such metrics as ‘financial targets,’ ‘meeting new contacts,’ ‘cold-calling,’ ‘attending events at relevant forums,’ ‘undertaking activities that contribute to the revenues and profitability of the firm,’ etc. Most firms like their partners to be ‘rainmakers’, the […]

Online Reputation Management for Professionals and Their Organisations

Online Reputation Management for Professionals and Their Organisations

Online Reputation Management (ORM) has become one of the latest marketing and brand buzz-concepts. This is one every professional should be concerned about and should understand. Much has already been written about ORM, as any search on the internet will show. I have found that much of what is available online does not explain where […]

Cultivating Connectors from a “Standing Start”

Cultivating Connectors from a “Standing Start”

Force multipliers or “connectors” are often easier to cultivate than are prospects. It can be easier to build a history and therefore trust because the relationship is not weighed down by the “heaviness” of a retention goal. At the same time, it can be hard to build trust if you are viewed to be merely […]

QNBT: Extracting Real Value from Non-Billable Time

QNBT: Extracting Real Value from Non-Billable Time

“Your billable time is your income; your non-billable time is your future.” David Maister Non-billable time gets little respect Many perceive non-billable time as something that can be conjured at will. Taking someone to dinner who may or may not be a qualified client prospect can be recorded as business development. Furthermore, that two-hour dinner […]