Legal Marketing & Business Development Consulting
Proven results helping lawyers increase brand recognition, market share, revenues and profits.
Specializing solely in legal marketing and business development, I have helped lawyers win more than $720 million in new business since 2001. I work with a wide range of law firms and legal service providers — global, national, mid-size and boutique, and from BigLaw to NewLaw — helping them connect the dots to:
• Acquire more clients by identifying new business opportunities.
• Deepen relationships with current clients by expanding business and cross-selling connections.
• Increase profitability by shortening the sales cycle and boosting win-rates.
• Gain greater market share, build firm, service and individual profiles, and leverage client relationships.
16 JulFierce pressure on lawyers and law firms is coming from all sides and fronts, including highly aggressive and hungry competitors. As a result, success is defined and measured by clients with permanent buying power. The... 20 Mar“One, two, three, more.” That’s an old accounting joke. Coming from what’s considered to be a stereotypically mild-mannered profession, it’s meant to gently amuse. Lately, however, additions and acquisit...
How legal innovation may yet beget industry transformation By Heather Suttie, Lexpert, June 2016 The blurring of lines between Big Law and New Law is getting blurrier, and it’s about time — even though the blur is still years away from being a blend. Lately, there has been a flurry of hook-ups between traditional Big […]
The upshot of a hollowing out of people and profits in legal services By Heather Suttie, Lexpert, April 2016 A hollowing out of talent is creating a quiet crisis in the legal market. Altering attitudes and stalling career paths of early and mid-career lawyers are causing a shift that’s affecting how traditional law firms operate […]
Market erosion and survival of the innovative means adopting a sales culture By Heather Suttie, Lexpert, February 2016; reprinted in The Law Office Management Association (TLOMA) newsletter, June 2016 Last fall, I attended a seminar on legal services procurement that dealt with the topic of sales. Of the 49 attendees, there were four partners, three pricing […]