PREVIOUS INSIGHTS
The Key to a Successful Law Firm: Unleashing the Will to Act
Every law firm I have advised has really smart lawyers with great ideas about improving the business and moving their firms to the next level of profitability and performance. Discussions with firm leaders reveal no shortage of creative ideas and sound business...
Bring Out the Benchmarks
Don’t worry too much about Revenue per Robot (RPR). Here are the Ten Important Statistics to watch It’s review and prediction season in the law firm world, as various commentators and consultants issue their annual thunderclaps. I’ve long admired this work, both for...
The Search for New Opportunities in the Legal Market
Why ‘Blue Ocean’ strategy may work for law firms We all know the Conventional Wisdom about the legal market: It’s never been more competitive! And we’ve all heard the obvious solutions: Try harder! Take market share! Merge with a thousand lawyers you don’t know! Roch...
Chief Marketing Officer: The Law Firm Change Agent (Part Two)
Following on from our recent CMO roundtable in New York, The Legal 500 and Bernero & Press held a follow up discussion in England in July. We discussed some of the issues that came up in New York at our secret location in central London, and much more besides,...
That’s Great, But Let’s Talk About the Client (Perspective)
Why Law Firms Need Client Journey Mapping I was recently reading a book on the history of physics when the author made a statement that I thought applied perfectly to law firms today: It seems that the greatest scientific advancements come not when our experiments...
Building a High-Performing Law Firm Marketing and Business Development Team
Law firms often struggle with maintaining the type of high-performing marketing and business development group that can support demanding lawyers in a very competitive environment, while at the same time creating a rewarding career model for the professionals on the...
Chief Marketing Officer: The Law Firm Change Agent
As I wrote in a LinkedIn blog post entitled “Law Firm Partners: Stop being arrogant and realise the talent within”, one of the issues facing law firms is a failure to empower their marketing and business development teams, or at the very least to recognise that they...
A Lifeline for Marketing and Business Development Departments
Bernero & Press launches The Red Team, an elite service that provides marketing and communications professionals to law firms on a project basis Bernero & Press, the law firm consulting firm, announced this week the launch of The Red Team, a service that...
Eight Ways That Listening to Clients Will Improve Your Law Firm and Add Value to Your Client Relationships
Recommending that law firms seek client feedback has become so commonplace and widespread in the industry that the advice is almost clichéd. That being said, it continues to surprise me that many law firms do not take advantage of the opportunity to seek...
Are you selling, or helping?
Cross-selling, executed poorly, sends the wrong message to clients. At the annual Legal Marketing Association conference in Austin, a vendor conducted a survey that asked attendees what their “highest-priority growth initiatives” were for this year. The leading answer...
Getting It Right: Designing Your Firm’s Compensation System to Reward Collaboration
I start from the premise, reinforced by 20 years in large law firm management, that only by developing a collaborative culture can law firms realize their full economic potential by expanding client relationships. Law firms often are plagued by deeply embedded...
It’s Never Too Early to Think About Goodbye
Most lawyers will leave their firms. What do you want them to say after they’re gone? With the litigation market soft and the deal market at least momentarily out of breath, there may be more lawyers finding themselves leaving their firms sooner than they had planned....