The end of the RFP

The move from procurement to professional buying There has been a real change in the way that big clients are looking to buy legal services, and if you are a law firm, the good news is that old fashioned procurement is on the wane. There are a real variety of factors causing this change and […]

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Managing strategic customers

Managing strategic customer relationships is a multifaceted endeavour with puzzling results for many companies. Whilst they implement Strategic Account Management (SAM) programmes to achieve larger share of wallet (i.e. customer spend) and increased revenues and profits, these programmes often result in lower prices and higher costs to serve for the providers. Most companies however, need […]

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Transformation is humility, not hubris

Most businesses feel they need to transform. But how? Often transformation equates to a new strategy, structural re-organisation, expensive legacy IT overhaul or processes that end up adding rather than subtracting from the complexity. Often these transformations fail. There are many reasons why it can go wrong. The bigger the business, the more reasons that […]

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Empathise to innovate

Empathy is key to building a firmwide culture of continuous innovation and collaboration, says Adam Billing. Fresh thinking from outside the legal sector will be needed to drive the next wave of growth in law firms.

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The development of legal and client supplier relationships

The market in legal services, as in many areas of professional service delivery, has developed rapidly over the last two decades to become a significant business, carried out on a global scale. However the supply side of this service – the fee earning law firms – represent one of the few unconsolidated global markets, with […]

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Closing the gap – re-establishing marketing effectiveness in professional services

Growth has returned to the professional service sector but the dynamics of the market have changed.  The economic crisis strained all relationships and many were found wanting.  Client demands continue to increase in scope and sophistication with widespread use of aggressive procurement processes to reduce fees but more fundamentally the old assumptions about effective ways […]

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