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Business Development

Business Development

Mr Stephen Revell

(2016)

Additional Information

Book Details

Abstract

In today’s market it takes more than legal acumen and experience for a law firm to be successful. Managing and developing a legal practice has never been more challenging or competitive. Business development is vital to both retaining existing clients and developing new ones, and central to law firm management and strategy. This practical guide, edited by Stephen Revell at Freshfields, takes readers through the tools and skills needed to implement effective business development, including the importance of good communications and public relations. It addresses the prominence of the client perspective and looks at the regulation and ethics behind business development and what the future of business development looks like. It also answers the questions – can you teach business development and can lawyers sell? The chapters cover the practical elements – such as the nuts and bolts of experience lists and what the perfect pitch looks like – as well as the strategic elements – including the variety of structures and approaches to business development at all sizes of law firms. 'Business Development: A Practical Handbook for Lawyers' is a one-stop shop on business development for lawyers in private practice, but it will also be of interest to in-house lawyers and academics.
Add to this the proselytising (can lawyers sell, and can you teach them to do business development? – yes, in both cases), alongside the articulation of how effective BD needs to be supported by good communications and PR, HR, and technology, and you have an invaluable handbook. Professor Stephen Mayson, University College London

Table of Contents

Section Title Page Action Price
Front Cover 1
Title 2
Copyright 3
Table of contents 4
Introduction\rStephen Revell Freshfields Bruckhaus Deringer 6
Part I. Overview of businessdevelopment in a law firm 10
Developments in law firm marketing\r Murray M Coffey Emily Cunningham Rushing Haynes and Boone LLP 10
Business development –the nuts and bolts Julia Randell-Khan Consultant 23
The variety of structures and approaches to business development in a law firm Stephen Revell Freshfields Bruckhaus Deringer 48
The case of Wardyn´ski & Partners in Poland Szymon KubiakTomasz Wardyn´ski Dariusz Wasylkowski Wardyn´ski & Partners 49
The case of TozziniFreire in Brazil Daniela Christovão TozziniFreire 55
The case of ZICO Holdings Inc in Malaysia Paul P Subramanian ZICO Holdings Inc 59
Part II. ‘The eye of the beholder’ – the client perspective 65
Interviews with general counsel Stephen Revell Freshfields Bruckhaus Deringer 65
Part III. Lawyer vs professional 83
The lawyer’s role in business development – can lawyerssell? Shelley Dunstone Legal Circles 83
How do you teach lawyers to do business development? Tom Bird Møller Professional Services Firms Group 94
Making the sale, clinching the deal – the case for a business development team Thorsten Zulauf Law Firm Change Consultants 108
A day in the life of a head of business development Christine Liæker Lindberg Advokatfirmaet Wiersholm AS 122
Marketing through good HR André Andersson Mannheimer Swartling 136
What to do when your clients involve legal procurement Silvia Hodges Silverstein Buying Legal Council; Fordham Law School; Columbia Law School 144
The marketing and advertising of legal services Coordinators and editors: Martin E Kovnats Rachel T McGuckian Carlos Valls Martinez Professional Ethics Committee of the International Bar Association 156
Part IV. Communications and PR 182
Communications and publicrelations in law firms – connection and contradiction Chris Davis Freshfields Bruckhaus Deringer 182
Social media and business development in law firms Rainer Kaspar PHH Rechtsanwälte Joanna Michaels Beyond Social Buzz 194
Part V. The future of business development and legal practice 208
Business development in law firms of the future: focus and infrastructure Norman Clark Walker Clark LLC 208
Part VI. How to do it guide 224
The 10 fundamental elements of business development Stephen Revell Freshfields Bruckhaus Deringer 224
About the authors 228