Description
Book SynopsisIn an increasingly competitive landscape and with challenges from disrupters, the Big 4 and technology, business development has a pivotal role in a law firms’ strategic success and their ability to stand out from the crowd. The second edition of Business Development: A Practical Handbook for Lawyers, edited by Stephen Revell from Freshfields, revisits the theory, tools and skills needed to implement effective business development in law firms today. Content covers the practical elements – such as what the perfect pitch looks like – as well as the strategic elements, including the variety of structures and approaches to business development at law firms of all sizes. New chapters focus on technology and digital presence, as well as key client relationship management and the importance of emotional intelligence in successful business development and client retention. Listening to clients is also a key factor in business development, but how often do we really do so? In this edition, client interviews remain an important feature, and we also hear from 10 new General Counsels on what successful business development looks like to them. Business Development: A Practical Handbook for Lawyers is a one stop-shop on business development for law firms, marketing teams and lawyers in private practice. It will also be of interest to in-house lawyers, academics and other professional services providers.
Trade ReviewA splendid and insightful read from Stephen to showcase the modern day legal industry! By bringing various experts together, he is able to dive deeper into the new and innovative parts of legal business development that we, as lawyers, should seriously consider. This book is a game changer. The chapter on analytics and the L.A.W. framework to uncover business development opportunities is interesting and refreshing. -- Jerry K. C. Koh, Joint Managing Partner
A recommended practical guide to Business Development for lawyers - in the legal industry’s fast-changing business environment, this comprehensive guide sets out useful insights and perspectives from all stakeholders such as senior lawyers, marketing professionals, business consultants, general counsel, and academicians. It is packed with advice and inspiration for the young associate lawyer to the managing partner. Revell shares his decades of effective strategy, tactics and implementation for every lawyer’s must do and must know to win and retain clients business. -- Hanim Hamzah
The subject of business development has never been more important for law firms everywhere, and this book draws on insights from within the profession and beyond, from lawyers, clients, marketers and a range of other experts to provide insights and tools covering every aspect of this critical law firm activity. Covering the subject from all angles, this is quite simply the whole story on business development for lawyers. -- Stephen W. Bowman
Table of ContentsIntroduction Stephen Revell Freshfields Bruckhaus Deringer Part I. Overview of business development in a law firm Developments in law firm marketing Murray Coffey Rochelle Rubin Haynes and Boone LLP BD – The Nuts and Bolts Katie Cramond McDermott, Will & Emery Julia Randell-Khan Consultant The variety of different structures and approaches to BD Stephen Revell Freshfields Bruckhaus Deringer The case of Arendt & Medernach in Luxembourg Brian Gribben Arendt & Medernach The case of Creel, García-Cuéllar, Aiza y Enríquez in Mexico Alejandra Vasquez Creel, García- Cuéllar, Aiza y Enríquez Divide and conquer: putting structure around key client care Will Taylor Wiersholm Part II. ‘The eye of the beholder’ – the client perspective: Interviews with general counsel Stephen Revell Freshfields Bruckhaus Deringer Part III. Lawyer vs professional The lawyer’s role in business development – can lawyers sell? Shelley Dunstone Legal Circles How do you teach lawyers to do business development Tom Bird Møller Professional Services Firms Group Making the sale, clinching the deal – the case for a business development team Thorsten Zulauf Law Firm Change Consultants A day in the life of a head of business development Christine Liæker Lindberg Wiersholm Marketing through good HR André Andersson Mannheimer Swartling What to do when your clients involve legal procurement Silvia Hodges Silverstein Buying Legal Council; Fordham Law School; Columbia Law School Matt Prinn RFP Advisory Group Part IV. Communications and PR Communications and public relations in law firms – connection and contradiction Dex Torricke-Barton Brunswick Group LLP The marketing and advertising of legal services Social media and business development in law firms Nassim Ghobrial Rainer Kaspar PHH Rechtsanwalte Part V. The future of business development and legal practice Business development in law firms of the future: focus and infrastructure Norman Clark Walker Clark LLC Potential impact of a rapidly changing legal services industry: emotional competence skills that are most relevant to succcessful business development and client retention Lisa Walker Johnson Walker Clark LLC Technology Sriram Chakravarthi SAL Group Part VI. How to do it guide The 10 fundamental elements of business development Stephen Revell Freshfields Bruckhaus Deringer
