Does your practice marketing seem to be getting more difficult? Are you struggling to understand why your activities aren't getting the traction that they once did, or that you hoped for? The fact is that you're probably doing a lot of the right stuff, or at...
The most recent Commonwealth Bank legal market pulse identified 'negotiating price with clients' as one of the most challenging business elements in legal practice. This probably isn't too surprising in the current climate. What is slightly more surprising is that more law practices don't invest in developing...
Do you or any of your team work hard, and seemingly efficiently - but still struggle to meet billable hour targets? The answer might lie in 'productivity insecurities' - which I've discovered is a big problem for not only junior solicitors but also practice principals. In practices...
So you've made the jump to fixed fees. Congratulations! Does that feel good? Wasn't that painful really was it - and your clients love it! But are you really making the most out of the jump to fixed fees? Are you genuinely maximising your potential profit and...
Is it enough for solicitors (at any level of seniority) to just keep their heads down, focus on their technical excellence and clock up their 6(?) billable hours each day? Can't they just leave the running of the practice to the partners and managers? Maybe, but...
More and more practices are specialising and differentiating themselves in new and innovative ways. Clearly positioned practices can charge higher fees, attract clients from broader geographic areas and can engage in more focused, more cost-effective marketing activities. As I've discussed before, the legal services market in Queensland is...
How's everyone going on their new year's resolutions? Still committed, or is it already too much hard work? Having clear goals is always important but for many busy professionals adding a few more 'to-do's' to an already long and growing list is pointless and counterproductive. You need a...
Has anyone seen the current Les Miserables at QPAC? No, me neither, but the show's promotion has reminded me of this great verse from 'Master of the House' that has relevance for solicitors' pricing strategies. "Charge 'em for the lice, extra for the mice Two percent for...
Recent years have seen a lot of talk about new business models in legal practice, in terms of using technology, outsourcing, flexible staffing arrangements, value pricing and more. Before you get to the stage of considering specific innovations however, it is important to consider - at a...
(Am I too early with the Xmas theme? No, I thought not!) The rules of referrals have changed a lot in recent years. Where referrals used to be reactive, informal, occasional, non-exclusive and personal, they are now proactive, formal, strategic, exclusive, and commercial/organisational, with practices increasingly locking themselves...