Business Development and Marketing

Articles

It's not the USP but the CVP

Instead of searching for their mythical unique selling point, firms should focus on articulating how they deliver value to clients, advises Douglas McPherson

Value is in the eye of the beholder

Firms' formulaic approaches to pricing are no longer fit for purpose in today's more competitive environment, writes Richard Burcher

The first step to building exceptional relationships

Taking a technology-led approach to relationship planning can allow firms to develop stronger long-term connections with clients, advises Dave Harris

A vision of the future

William Robbins looks at some of the practices and initiatives adopted by 'new law' firms to create a better experience for lawyers and clients

Agile thinking

A pioneer of flexible working, Janet Cooper OBE talks to John van der Luit-Drummond about promoting new working practices as a way to retain talented staff and proving that high-quality legal work can be produced outside the City

Brexit and the legal services market jigsaw

One piece of the puzzle has fallen into place but uncertainty over the whole persists, writes Iain Miller

Improving profitability

PI firms bold enough to tackle the issues of WIP, disbursement lock up, and fee earner commerciality will instil confidence in their bankers, explains Lesley Graves

SJ interview: Martin Green, Lodders

Lodders senior partner Martin Green talks to Jean-Yves Gilg about how the respected West Country firm is retaining staff, growing private client, and embracing technology