Legal Marketing & Business Development Consulting
Proven results helping lawyers increase brand recognition, market share, revenues and profits.
Connecting Dots
I offer an independent mind and customized solutions to audacious lawyers who want change.
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 to Solo — 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.
Blog
28 May Big Four’s Big Bite
“Just when you thought it was safe to go back in the water …” Thirty years ago, that was the tagline for Jaws 2, the 1978 second instalment to the iconic shark movie, Jaws, that three years earlier kept many movie ...14 Apr 2018 Your Honor Awards Recipients
The Legal Marketing Association’s “Your Honor Awards” is an international program recognizing excellence in virtually every discipline of marketing and business development within the legal industry. For 2018,...
Articles
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Continue ReadingToward Industry Alignment
Legal practice shifts cautiously toward sector structure By Heather Suttie, Lexpert, June 2018 For many law firms, the days of being everything to everyone have been gone for some time. Global legal practices are coming to grips with aligning services by industry, while Canadian law firms have yet to definitively stake their claim on sectors […]
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Continue ReadingReckoning and Retooling
Law firm change management means having difficult conversations, and empowering business development professionals By Heather Suttie, Lexpert, March/April 2018 A senior partner who has practiced law for 45 years recently observed to me, “The traditional firm pressures are huge. A few big failures and we will see radical transformation.” Nobody talks about law firm failures […]
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Continue ReadingBanishing Ostrich Syndrome
Any relationship worth having deserves to be nurtured, so don’t duck client conversations about service By Heather Suttie, Lexpert, November 2017; reprinted in The Law Office Management Association (TLOMA) newsletter, December 2017 Corporate counsel are frustrated and some are angry. They expect their outside law firms to behave like business allies and are disappointed when […]