Business development and client relationships
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| What clients want |
| Wag the blog |
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Get to grips with client needs
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| Eyes bigger than tummy |
| Coming under fire |
| Connecting with clients |
| Getting the client relationship review meeting right |
| Building trust |
| 12 support staff strategies for keeping clients happy |
| How to murder a client relationship |
| Take control of practice development |
| Business development beyond the bounds |
| All in the talk |
| Sweet and powerful business development |
| Business development and sales skills for lawyers |
| Business development coaching checklist |
| Making the right impression - establishing credibility |
| Business development through networking |
| Effective questioning and active listening |
| Listening for those unspoken questions |
| Letters and the telephone - tools for selling your services |
| Making cross selling happen in practice |
| Winning engagements |
| Adding value to client relationships |
| Personal marketing skills index |
| How to add value to client relationships |
| 20 strategies for keeping clients (happy) |
| Client relationship marketing |
| See additional resources in Coach me. |
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Tenders, proposals and pitching for business
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| Preparing for competitive tenders and proposals |
| Health care references for tenders & proposals |
| Getting your message across |
| Getting invited to bid |
| Before you write your tender or proposal |
| Environmental scanning - preparation for tender |
| Environmental scanning - preparation for pitch |
| Preparing for competitive tenders and proposals |
| Case studies can improve your tender or proposal |
| References - some key themes |
| Public sector references - some key themes |
| Insurance investigation services references - key themes |
| Obtaining references to support public sector tenders |
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Outline questionnaire for marketing and business development professionals - obtaining references for bids
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| Pitching for government legal work |
| Debriefing on tenders |
| Preparing for your interview session |
| Secrets of successful presentations and proposals |
| See additional resources in Coach me. |
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Marketing tactics and tools
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| Make the most of conferences |
| Marketing mindset - a constant |
| Drucker's new practice |
| So you're about to start your law firm marketing programme |
| MBA in a nutshell - marketing concepts and theory |
| Developing the right marketing strategy |
| Determined to be different |
| Branding and positioning |
| Planning your marketing |
| Jargon busting |
| Practice promotion strategies |
| Generating and implementing a marketing strategy |
| Selling legal services - proven techniques that work |
| Getting partners thinking marketing - what works and what doesn't |
| Targeting your marketing effort |
| Individual lawyer marketing plan template |
| Firm marketing plan template |
| Techniques to stimulate business in your small law firm |
| How to raise practice profile as employment specialists |
| How to raise practice profile as local government specialists |
| How to raise practice profile as liability specialists |
| Advertising brief guidelines |
| Evaluating sponsorship opportunities |
| See additional resources in Coach me. |
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People management and organisational development
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Lawyers and depression
ABC Radio National, Law Report podcast - December 2008  |
| Improving lawyer performance |
| The path to partnership |
| Mentors and mentees article by Heather Carine |
| Coaching and mentoring - conversation model role play |
| Business development progression - the path to success |
| How to be a hot commodity - with your clients, in your firm, and in the legal marketplace |
| Sales skill areas |
| Individual lawyer marketing plan template |
| Firm marketing plan template |
| Reflections - why lawyers fail in business development |
| Performance appraisal for lawyers - short version |
| Performance appraisal for lawyers - longer version |
| Performance appraisal for non-legal/support staff |
| See additional resources in Coach me. |
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Practice management and economics
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| So, you're thinking about Law 9000... |
| Choosing and using consultants |
| Service quality as a marketing edge |
| Due diligence before joining forces with another firm |
| Quality - what it means |
| Smart choices - a practical guide to better decisions |
| Stimulants for frank information exchange - mergers, acquisitions and affiliations |
| Mergers and partnerships information sought checklist |
| Mergers and affilitations checklist |
| See additional resources in Coach me. |
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Fees, pricing and billing
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| Right-pricing your legal services |
| Competitive pricing strategies |
| Alternative fee arrangements |
| Strategic billing alternatives |
| Legal services pricing - insurance defense |
| Demand for a better way to buy legal services |
| See additional resources in Coach me. |
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Useful links
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| Asia-Pacific Professional Services Marketing Association (APSMA) |
| Australian Legal Practice Management Association (ALPMA) |
| College of Law - Continuing professional education |
| Law Marketing |
| Greenfield Belser |
| Carine Research |
| Rain Today |
| Expertise Marketing |
| Hildebrandt International |
| Altman Weil |
| Ann Lee Gibson Consulting |
| David Maister |
| Kerma Partners |
| Legal Risk |
| AusTender - Federal Government online tenders |
| eTendering - NSW Government online tenders |
| eTenders - Victorian Government online tenders |
| SA Tenders & Contracts - SA Government online tenders |
| Tasmanian Government online tenders |
| Queensland Government marketplace - online tenders |
| Tenders Online - NT Government online tenders |
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