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.
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... 31 JanGroundhog Day conjures up thoughts of rodents forecasting spring’s arrival. It’s also the name of a 1993 movie about a misanthropic weatherman covering a Groundhog Day event who gets caught in a time loop reliving th...
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 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 managers and 42 business development professionals — further proof that lawyers […]
It’s survival of the specialized as full service firms face competitive pressure from all sides By Heather Suttie, Lexpert, November 2015; reprinted in The Law Office Management Association (TLOMA) newsletter, February 2016 Fierce pressure on large and mid-size domestic law firms is coming from all sides and fronts – including highly aggressive and hungry competitors […]