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Resources

Business development

Marketing mindset - a constant
Take control of practice development
Business development beyond the bounds
Eyes bigger than tummy
All in the talk
Coming under fire 
Business development and sales skills for lawyers
Business development coaching checklist
Sweet and powerful business development
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
Personal marketing skills index
See additional resources in Coach me.
 

Client relationships

What clients want
Get to grips with client needs
Connecting with clients
Getting the client relationship review meeting right
Building trust
How to murder a client relationship
Making the right impression - establishing credibility
Adding value to client relationships
How to add value to client relationships
20 strategies for keeping clients (happy)
Client relationship marketing
2004 study lawyer performance  -  local government viewpoint
See additional resources in Coach me.
 

Tenders, proposals and pitching for business

Preparing for competitive tenders and 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
Outline questionnaire for marketing and business development professionals - obtaining references for bids
Pitching for government legal work
Debriefing on tenders
Preparing for your interview session
Secrets of successful presentations and proposals
References - some key themes
Public sector references - some key themes
Obtaining references to support public sector tenders
Health care references for tenders & proposals
Trends in defendant insurance litigation pricing
2003 Study Australian insurance lawyers:  their performance from their insurer clients’ viewpoint
See additional resources in Coach me.
 

Marketing tactics and tools

Make the most of conferences
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
The facebook page marketing guide
Who's blogging What
Evaluating sponsorship opportunities
Doing a website redesign for marketing results
Hubspot
Wag the blog
Gaining support for your ideas
Heather Carine of Carine Research
 
See additional resources in Coach me.
 

People management and organisational development

12 support staff strategies for keeping clients happy
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
Lawyers and depression
ABC Radio National, Law Report podcast - December 2008
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.
 

Practice management and economics

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.
 

Fees, pricing and billing

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
Trends in defendant insurance litigation pricing
See additional resources in Coach me.
 

Useful links

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